Citrix highlights channel values
- 02 August, 2004 07:30
Citrix has launched a new channel program designed to reward its resellers for what it calls value selling.
The Citrix Advisor Rewards program will see partners earning anywhere up to 20 per cent of a sale value for identifying and creating opportunities, educating customers, forming joint account plans with the vendor and building solutions around its MetaFrame Access Suite.
The bonus is payable even if the reseller in question goes through the value building process but eventually loses the sale to another Citrix partner.
While Citrix was already well represented in organisations of all sizes and across different vertical markets, according to channel development manager, Michael McGrath, its technology had traditionally been used to solve specific problems.
The new channel program was designed to help educate users about the wider benefits of a Citrix implementation, he said.
“The opportunity for Citrix and its channel partners is to drive back into our customer base and talk to them about how important access infrastructure is to their organisation,” McGrath said. “We want resellers to reposition the value of Citrix.”
To support this, McGrath said the vendor was heavily marketing its new product areas – MetaFrame Access Suite 3.0, Conference Manager 3.0, Password Manager 2.5 and Secure Access Manager 2.2.
“The channel is not there to develop the market for new products,” he said. “We have been doing a lot of that during the past six months to develop opportunities around the MetaFrame Access Suite.”
The vendor held events in Sydney, Melbourne, Brisbane, Perth and Adelaide last week to tell more than 200 partners about the new program. The message was well received, McGrath said.
“We created this program to increase the profitability of solution-oriented channel partners,” he said. “We’re very conscious that channel partners have other options and we want to ensure their investment in Citrix is worthwhile.”
The program will also see the vendor encouraging resellers to work closely with its own sales team to close deals.
The advisory program was rolled out in Europe and the US at the beginning of the year, McGrath said, and had already given the vendor much greater visibility into the activities of its partners.
While admitting this would make some resellers nervous, he said working together was a more effective way of closing deals.
In order to qualify for an advisory reward, a reseller would have to demonstrate knowledge of a deal and detail its level of involvement at www.mycitrix.com.
A bonus of up to 10 per cent is available on licensing programs, with additional sweeteners for new product sales or Access Suite upgrades until the end of the year.
“It’s really simple because it’s all online,” McGrath said. “If some resellers think it’s too complicated then they’re not the sort we’re interested in working with because they are not adding value to our business or that of the customer.”