Al Monserrat, Citrix Systems, Inc.

Channel Chief Name	Al Monserrat
Channel Chief Title	VP, Worldwide Channels and Emerging Product Sales
Company and Division	Citrix Systems, Inc.
Markets Served:	Software
Company's overall 2007 revenue:	~$1.313 billion
Percentage of revenue from solution providers:	90%
Number of years with the company:	7
Number of years involved with indirect sales:	12+
Number of employees in channel organization:	350
To whom do you report in your organization?	John Burris, Senior VP, Worldwide Sales and Services
Does that individual report to your CEO/president?	Yes
Describe your channel organization's major accomplishments over the past year:	Significant growth in revenue year over year through our channel partners Integration of three acquired companies into the Citrix Partner Network Increased demand generation capabilities and partner readiness Reducing the barriers to entry for new solution advisors Introduction of new virtual training program for both sales and technical content in support of partner certification for server virtualization products. This is offered at no cost to our partners. We believe this is leading edge in terms of content, fee structure (i.e. free) and delivery mechanism in the industry.
List up to 10 of your top products sold through the channel:	Citrix Presentation Server Citrix XenServer Citrix NetScaler Citrix WANScaler Citrix Access Gateway Citrix Password Manager Citrix Provisioning Server Citrix EdgeSight Citrix Communication Gateway Citrix Access Essentials
Describe how your partner community has grown over the past year:	Through programs that enhance the breadth and depth of our committed partner base, we have increase average partner revenue significantly. Our recruitment efforts, centered on our expanding technology portfolio, have increased our total number of partners by more than 20% worldwide from the previous year.
Name the one individual who has had the most profound impact on your life:	The single individual who by far had the most profound impact on my life was my father. As both an entrepreneur and a Fortune 100 executive, through his experiences in jobs ranging from gas station attendant to multi-national VP of sales, he taught me to approach any and every job with the same energy, desire to succeed, and commitment for excellence. At the same time, he was adamant about always remaining humble and treating people from all walks of life with equal level of respect.
Please name the single most innovative initiative for which you were responsible for the past year?	Our XenSource acquisition provided us with an opportunity to streamline our partner on-boarding processes. We reduced the barriers to entry for existing XenSource partners and provided an innovative sales and technical training process that allowed partners to be market ready very quickly.
What were the key channel partner investments you made in the past year?	We acquired three companies that will help Citrix partners extend their reach in the marketplace. With the addition of Aurema, Ardence, and XenSource, our partners gained entry into the workload management, provisioning, and server virtualization markets. Partner feedback related to synergy with their lines of business and segment profitability were among the criteria used to target these acquisitions. To help our customers sell the full breadth of the Citrix portfolio, we invested in sales training to help our partners speak strategically about Application Delivery Infrastructure with detailed training for various buyer types. We invested in people supporting our channels and brought experienced executives from the channel community into Citrix in both global and regional roles.
How are you attracting the next generation of solution providers?	Ultimately, customers incent partners to join any organization. Solution Providers are attracted to Citrix because they can represent the products that fit their business model. With the increased market opportunity in application virtualization, server virtualization and desktop virtualization, partners can choose to specialize in one market or extend across the entire application delivery infrastructure with Citrix.
What is the greatest challenge you overcame in the past year?	Ensuring that we made the integration of the companies we acquired as seamless as possible while continuing to improve program quality for our existing partners. From licensing to supply chain, systems, and sales and marketing, an acquisition requires a lot of collaboration and teamwork on both sides. We,'ve worked to streamline and innovate new ways to make it easier and we,'ll continue that focus.

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