Channel Daily News

New Citrix channel program aims to get competitive in the cloud

Citrix Systems has overhauled its global channel programs to help solution providers keep pace with cloud computing and mobility.

The Fort Lauderdale, Fla.-based software vendor has introduced two growth-oriented channel programs. The first is an enhancement to the Citrix Solution Advisor (CSA) program and the second is a new program called Citrix SaaS Advisor (CSSA) program.

The company has made its mark with server and desktop virtualization software but recently it has entered into the Software-as-a-Service space especially after its 2011 acquisition of IaaS player Cloud.com and Zenprise, a mobile device management vendor for enterprise customers late last year. Other acquisitions such as Polio and ShareFile, both made in 2011, are also part of the mix.

What solution providers should take from these two channel programs is the potential to earn greater rewards from Citrix and the possibility to gain a competitive edge in markets such as mobility, desktop virtualization, cloud networking, cloud platforms, collaboration and data sharing solutions.

Inside the CSA program, solution providers will see new requirements, benefits, incentives and engagement model. This program will provide partners with higher levels of competency and value in the customer sales and implementation process.

Key program elements are:

Solution providers should take note that the Citrix SaaS Advisor program (CSSA) will be rolled out over the coming months and will be targeted at traditional Citrix partners, resellers with a cloud marketplaces, cloud aggregators and service providers. The CSSA program is designed to leverage the local and regional reach of the channel to deliver Citrix SaaS applications as a stand-alone offering or part of a broader solution.

Key program features include:

Company channel chief Tom Flink said channel partners represent Citrix’ primary go-to-market strategy and these two programs will build new opportunities for partners in cloud computing services.

“Our partners deserve a channel program that fuels richer, deeper engagement by better recognizing partner needs and growth potential. The new training, incentives and rewards will allow us to maintain our historic channel leadership and drive greater partner loyalty and profitability.  Partners will find it easier to do business with us while seeing greater profits, improved market differentiation and increased sales productivity.”

The program requirements are: