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:
- Citrix Opportunity Registration – Citrix is introducing a new Opportunity Registration benefit for its cloud networking products including the NetScaler. Partners certified to sell cloud networking products can register opportunities with Citrix and, once validated, qualify for an additional and significant upfront discount. Opportunity Registration is designed to increase partner success in closing business in an expanding, lucrative market by strengthening their competitive edge.
- Differentiated Advisor Rewards by Level – Partners will be able to predict their return on investment in training and certifying personnel while focusing on new opportunities to strengthen and expand their partnership with Citrix. Differentiated Advisor Rewards are based on program membership level.
- Published Advancement Guidelines – Citrix is establishing a formal path to advance as a Gold or Platinum Solution Advisor and removing minimum requirements for Silver Solution Advisors. Membership criteria will be more transparent with clear requirements, expectations and rewards. Partners will be able to better plan their sales and certification investments, which will now be aligned to market size and maturity to better address local market conditions and grow their relationship with Citrix.
- Refreshed Certification Requirements – Certification requirements for all Solutions Advisors have been updated to address growing customer demand for specific skills and higher levels of competency. To help partners achieve the new certification requirements, Platinum and Gold Solution Advisors will receive training subscription vouchers, at no cost, as an annual program benefit. The number of subscription vouchers is dependent on partner membership level. Silver partners may also qualify for complimentary training vouchers by meeting specific objectives for regional or global time-based promotions.
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:
- SaaS resell and referral rewards programs for collaboration, support and data sharing with Citrix GoToMeeting, GoToMyPC, Podio, GoToAssist and ShareFile products.
- Additional ongoing investment in Citrix SaaS Advisors with marketing resources, reference designs and best practices.
- Extended API support for integrating GoTo services into partners systems, cloud marketplaces and SaaS aggregators.
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.”
- Americas Platinum Certifications before 5/1 – Canada
- Certifications (Compliance): 6 CCSPs, 4 different people w/ CCEE/EA/IA
- Eligible Certifications: CCSP 2010, CCSP 2011, CCSP 2012, CCEA for Citrix XenApp (Presentation Server 4), CCIA for Citrix XenApp (Presentation Server 4), CCEE for Virtualization, CCIA for Virtualization
- Americas Platinum Certifications after 5/1 – Canada
- Certifications (Compliance): 6 CCSPs, 6 CCEE/IA or CCA NS
- Eligible Certifications: CCSP 2013, CCEE for Virtualization, CCIA for Virtualization, CCA for NS 10, CCA for NS 9 (removing 12/31/2013)
- Americas Gold CSA Requirements before 5/1 – Canada
- Certifications (Compliance): 33 CCSPs, 2 CCAs/EE/EA/IA
- Eligible Certifications: CCSP 2010, CCSP 2011, CCSP 2012, CCAs (CCA for AG 4, 8 or 9), CCA for NS 8 or 9, CCA for XA 4, 5 or 6, CCA for XS 4, 5 or 6, CCA for XD 3, 4 or 5, CCEA for Citrix XenApp, CCIA for Citrix XenApp, CCEE for Virtualization, CCIA for Virtualization
- Americas Gold CSA Requirements after 5/1 – Canada
- Certifications (Compliance): 4 CCSPs, 3 CCAs or CCEE/IA
- Eligible Certifications: CCSP 2013, CCEE for Virtualization, CCIA for Virtualization, CCA for XA 6, CCA for XS 6, CCA for XD 5, CCA for NS 10, CCA for NS 9 (removing 12/31/2013)
- Americas Silver CSA Requirements before 5/1 – Canada
- Certifications (Compliance): 1 product authorization status = certified
- Membership fee: $996
- Renewal fee: $795
- Americas Silver CSA Requirements after 5/1 – Canada
- Certifications (Compliance): none
- Membership fee: $0
- Renewal fee: $0