Citrix Preaches Value of Services


Citrix Systems Thursday launched a new channel program designed to help solution providers tap into the expertise of Citrix Consulting Services (CCS), the vendor's professional services arm.

Through the new Citrix Partner Services program, the company aims to build up channel partners' own professional services businesses around the Citrix MetaFrame Access Suite, said Randy Jacques, senior director of consulting practice development at Citrix, based here.

While Citrix has long maintained that one of CCS' top objectives is to pass on skills and knowledge to its solution providers, the new program marks "the first big, public, concerted effort" to draw on the group's consultants and engineers for channel education, Jacques said.


Citrix's Randy Jacques: Program will stress more of a 'partnering attitude.'

"With Partner Services, we will continue to make it more of a partnering attitude between them and us," Jacques said.

Chris Richner, chief technologist at solution provider Integration Technologies, Newport Beach, Calif., said the new services have helped validate and improve the integrator's Citrix services business, which generates about 90 percent of his company's revenue. "We can't profess to know everything there is to know about Citrix implementations, and we're always looking for ways to give us an edge so that we're better than our competition," he said.

The Partner Services program initially includes four components, and Citrix plans to add more services over time, Jacques said.

Through Citrix Services Workshops, CCS consultants conduct a day-and-a-half to two-day review of a partner's Citrix services business and make recommendations for improvements. The service costs $2,000. With Citrix Document Review Service, partners can submit to CCS for validation best-practices documents for infrastructure assessments, designs and proof-of-concept projects around Citrix products before turning them over to customers.

That service costs between $500 and $1,000 per document.

Citrix Field Workshops will be held quarterly to provide free technical training on Citrix best practices. The final component includes CCS packages around infrastructure assessment and proof-of-concept services that solution providers can resell.