Citrix Overhauls Channel Program, Increases Sales Requirements For Top Partners


Also changing is how Citrix grants partners access to the Solution Advisor program. In the past, entry to the Gold and Platinum levels was by invitation only, meaning that once partners hit their revenue targets, they'd still have to apply to Citrix for membership to these levels, and not everyone was accepted.

Now Citrix is providing partners with "an objective set of criteria" for gaining access to Gold and Platinum levels, according to Flink, who described the changes as "exciting and dramatic."

Citrix is also changing its Advisor Rewards program, which determines the back-end rebates partners get for the role they play in deals, whether it's selling products or services directly or influencing their sale through third parties.

Flink said Citrix is increasing its rewards for Platinum partners but maintaining the same level for Gold partners. It's also reducing its rewards for Silver partners "just slightly," though this is balanced by the fact that partners will no longer have to hit a revenue target, Flink said.

The exact amount Citrix pays partners depends on what kind of licensing agreement they have with the vendor. But for Citrix's "shrink-wrap" products, the reward would come in the form of a 12 percent rebate for Platinum partners, a 10 percent rebate for Gold partners and an 8 percent rebate for Silver partners, Flink said.

Citrix is also preparing to launch a new partner program, called the Citrix SaaS Advisor, for partners that sell SaaS offerings such as GoToMeeting, GoToMyPC, Podio, GoToAssist and ShareFile. Flink said the program, slated to be rolled out in the coming months, will consolidate the resale and referral rewards some Citrix partners are already getting today.

"Partners who join as SaaS advisors can go to distribution and buy and resell our products, or sign up directly with Citrix and get rewards for referring customers," Flink said.

PUBLISHED MAY 1, 2013

 


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