Citrix Launches Desktop Virtualization Channel Program For SMBs

Called SMB Specialist, the program revolves around VDI-in-a-Box, the entry level desktop virtualization product Citrix picked up in its acquisition of Kaviza last May. Partners that achieve SMB Specialist certification will only be able to sell VDI-in-a-Box, XenApp Fundamentals and Access Gateway VPX, and not the broader Citrix lineup, said Tom Flink, vice president of worldwide channel and sales strategy at Citrix, in a Friday blog post.

Flink said SMB Specialist includes access to "quick, self-service training" on how to guide customers through the early stages of installing VDI.

"[The SMB Specialist] program lays out a cohesive collection of services, marketing and sales tools, training and turnkey solutions discretely designed for service providers going after an exciting new market opportunity," Flink said in the blog post.

SMB Specialists must pay an annual $300 membership fee and get certified to sell VDI-in-a-Box, but Citrix isn't requiring any other certifications, nor is it setting a minimum sales goal, according to Flink.

SMB Specialists are eligible for Citrix Advisor Rewards, which means they'll be eligible for payments of up to 10 percent on the registered deals they close. Flink said Citrix will also give these partners SMB sales leads, discounts on training and demo hardware, and free Citrix demo software.

Citrix in January took control over sales relationships with some 1,100 large enterprise accounts and is now serving these customers directly.

Mike Fouts, Citrix's senior director of Americas channels and field operations, told CRN in December that partners would still have plenty of business in the SMB and midmarket segments.

"We've been very loyal to the partner community over the years and we're doing this for a very specific business reason. I hope partners will realize that," Fouts said in December.

VDI-in-a-box, a virtual desktop appliance that runs on commodity server hardware with local storage, allows SMBs to deploy VDI without getting bogged down in the cost and complexity involved with the technology.