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Citrix culls resellers, sweetens rebates

Citrix has dropped 40 resellers from its books amid a raft of changes to its channel business.

The software vendor has also sweetened its Influencers rebate scheme.

Channel manager, Michael McGrath, said the slimming of Citrix’s partner base by 20 per cent was part of an annual partner review.

Resellers had been dropped for not achieving revenue targets, or maintaining certifications, he said.

An internal reshuffle has split Citrix's channel business into two separate units focused on sales and channel development, in a move which McGrath said would allow more resource to be focused on remaining partners.

The vendor had also bolstered its channel team with two new staff.

McGrath will head up training, certification and joint business plan development with partners. Dean Jones will head up the channel sales team. Partners would still have one point of contact, he said.

Citrix has also bolstered its channel team with two new staff.

It was now focusing on developing business with resellers who were vertically focused, as well as those in the mid- to high-end customer base, McGrath said.

The vendor has also tweaked its Influencers partner incentive program by dropping the rebate requirements and increasing the commission from three to five per cent.

The entry level for the program had also been lowered by almost half, McGrath said. A customer sale of $28,000 would now qualify resellers for the program.

Citrix last week launched its 'Seminar in a box' marketing tool.

The free tool includes presentation and product information for partners to tailor solution seminars for their customers.

The 'Seminar in a box' was designed to help drive channel-driven sales leads, McGrath said.

“The leads vendors provide tend to arise when customers are looking for a price," he said. "That doesn’t allow for a value-added sale.”