Software vendor, Citrix, will launch the Net New Partner Sourced program on May 9, 2016. New incentives within the revamped partner program are specifically designed for Citrix Solutions Advisors (CSAs), SI and ISV partners to actively seek new mid-market opportunities.
The move follows Citrix's recent announcement that it will be increasing its play in the mid-market space and creating new partner incentives.
Partners will be eligible for a seven per cent suggested upfront discount, additive to existing upfront suggested discounts including Specialist CAR Plus and Opportunity Registration for Networking.
Citrix said partners will continue to be rewarded for solution selling in all market segments through the Citrix Advisor Rewards program, meaning altogether, partners can realise an increase in overall incentive payout of up to 10 per cent.
Citrix channel sales manager, Belinda Jurisic, said the idea for the new incentive spawned from the vendor wanting to specifically recognise and reward those partners who were actively looking for new business opportunities.
“We already have incentives for partners that influence current business, but we wanted a way to recognise those partners who are actively pursuing new business. We recognised with our total available marketspace, that the opportunity for us exists in the mid-market and this is the space that we rely on our partners to be leading and looking for new opportunities,” she added.
“The number one goal is to expand the opportunity for both us and our partners and increase partner profitability. The program is also a reward mechanism for those partners who are still investing in Citrix technology,” she added.
Insentra is one of the vendor's key partners and it's managing director, Ronnie Altit, described the initiative as 'outstanding.'
"I admire the way they have done it because it will definitely drive net new business in the mid-market. We will be there for our our partners as they find those net new opportunities and assist them in their pre-sales and delivery of the opportunities they find. We can enable those partners to not only chase that and receive the additional backend credit but ensure when they do so, they have the appropriate pre-sales support," he added.
"For us it will be excellent because our position is to assist those partners as they’re finding net new to be able to bring on those clients and take them along the Citrix journey," Altit continued.
Thomas Duryea Consulting national practice manager, Damian Zammit, another key partner, said the announced changes to the program showcases the company's commitment to the growth and profitability of the channel.
"Extending the portfolio to support and reward sales throughout the entire lifecycle, indicates an innate understanding of the current landscape and provides us with a level of predictability. These new incentives will enable us to deep dive our focus on business development in the mid-market space, as well as strengthen our partnership with the Citrix team," added Zammit.
Citrix will also be launching the new Strategic Development Fund for Citrix Solution Advisors (CSAs) and distributors. This will replace existing marketing fund programs and offers partners funds to bring down the cost of planned marketing activities that target the highest ROI opportunities in the mid-market.
The fund will be in July 2016 in the US and Europe, Middle-East and Africa, and a rollout is intended to follow in Asia-Pacific and Japan later in the year.