Citrix Cuts Distributor Tech Data

Neither company offered an explanation for the severance.

Citrix products continue to be available through distributors Ingram Micro and Alternative Technology, and Citrix hinted that the vendor will add one more distributors in the near future.

Citrix executives could not be reached for comment, but the company issued a statement attributed to Bill Burley, area vice president of North American channel sales, that said: "Citrix evaluates its go to market partners on an ongoing basis. With the evolution of our product set over the last 24 months from one to ten products spanning new market segments, we have to make corresponding adjustments to our distribution strategy. Look for exciting additions to our distribution channel that will help us gain net new partners and get traction in new markets."

Meanwhile, Tech Data is working on a transition plan of its Citrix business that includes both helping solution providers find other suppliers and introducing them to similar product lines, said Bob O’Malley, senior vice president of U.S. marketing at Tech Data.

“Obviously we’re cooperating in this. We’re in the transition period right now and there are provisions for inventory transition. Some we might sell, some we might need to return,” O’Malley said.

He declined to say if Tech Data has a deadline to stop selling Citrix.

The move left at least one Tech Data solution provider scrambling to fill orders.

“We found out [Tech Data] was no longer selling Citrix when one of our sales reps called them to confirm some pricing he had obtained several weeks earlier. No explanation was given and no assistance was offered, or needed,” said Pat Judge, president of Choice! Computer Center, Raleigh, N.C.

Until that point, Tech Data had been a strong Citrix partner, Judge said.

“While we do not use distribution for Citrix product feature/function technical support, we do rely on them for licensing expertise on both new license alternatives and subscription advantage sales and renewals,” Judge said.

“Tech Data had provided very knowledgeable support through its license desk and a Citrix product specialist. Ingram has stepped in and proven to be an equal source of licensing support now that Tech Data is out of the picture.”

Citrix is the most noted vendor to deauthorize Tech Data since Sun Microsystems mutually agreed with the Clearwater, Fla., based distributor to end their relationship last October.

“I would characterize is as part of the normal ebb and flow of distribution,” O’Malley said. “Some suppliers want to widen their distribution strategy, some want to reduce the number they’re working with. We probably add 10 suppliers for every one that we part ways with,” O’Malley said.

He cited Tech Data’s recent deal to become the first distributor for Cisco Systems’ SAN products as evidence that Tech Data continues to attract top vendors. Tech Data also plans to ramp up more enterprise solutions, O’Malley said.

“I define enterprise as the high-end of the Intel-based architecture servers. We are putting more focus on that space,” O’Malley said.