2017 Cloud Partner Programs Guide Details


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Citrix
Citrix Service Provider Program (Hosting), Citrix Ready, Citrix Ready IaaS Cloud for XenDesktop & Citrix SaaS Advisor

U.S. Headquarters851 West Cypress Creek Road
FORT LAUDERDALE, FL 33309
U.S. HQ phone number800-424-8749
URLhttp://www.citrix.com
Year Company Founded1989
Executives
CEOKirill Tatarinov
Worldwide Channel ChiefCraig Stilwell
TitleVice President, Worldwide Partner Sales and Strategy
Date Began Serving In This Role12/2016
North American Channel ChiefRafael Garzon
TitleVP, Partner Sales, Americas
Date Began Serving In This Role9/2014
North American Cloud Channel Program ManagerDan Sparks
TitleSenior Manager WW Citrix Service Provider Program, Worldwide Licensing & Programs
Email Addressdan.sparks@citrix.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2009
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.Virtualization is the cornerstone of cloud, as both are dedicated to abstracting compute from the endpoint; as such Citrix partners have always been able to provide hosted solutions built on Citrix technology. Citrix has always embraced and supported partners that use our technology to deliver services and solutions to customers through remotely-managed on-premise deployments, co-located deployments and cloud instances. In 2009, we took a very clear step in addressing the specific economic and architectural needs of service providers and hosters by delivering the Citrix Service Provider Program. This program recognized the economic challenges and needs of the Service Provider community, delivering a multi-tenant architected product under a consumption license model with arrears-based reporting. Our focus was to reduce cost, expand available services that could be delivered and invest together by aligning our revenue to when our partners get paid. Partners are required to be Microsoft SPLA program members, meet certification requirements within a documented grace period and report license usage on a monthly basis. Partners are provided Citrix best practices for the design and implementation of the hosting environment to deliver applications, desktops, data, mobile solutions and networking as a service and pay for customer usage under a subscription model. From a technology perspective, we've also built cutting edge programs to ensure that applications, peripherals, and infrastructure from physical services to cloud can be certified to run either with a Citrix environment or host a Citrix environment as Citrix Ready partners and Citrix Ready IaaS Cloud for XenDesktop partners respectively.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.In addition to myriad benefits Citrix channel partners gain from our cloud partner program such as access to best practices to architect, build and manage their Citrix and Microsoft hosting environment and service provider specific content for building and growing their business, they also benefit from: 1. Multi-tenant architected solutions - multi-tenancy provides significant cost reduction to our partners. 2. Arrears-based billing - We invest in our partners' business model, financially removing the risk proposition for partners, by billing them in arrears. 3. Proven Enterprise-grade, industry-leading products and solutions - our technology is market validated through global deployments at massive scale.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?3600
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Security
Cloud Storage (SaaS)
ShareFile
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own public cloud service or application - we use partners as agents
We have our own public cloud service or application - we use partners as resellers
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
We have technology components used to provide complete desktops-as-a-service, including hosted desktops, hosted applications, hosted mobile device management with secure file sharing
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Cloud specific ROI or TCO calculator tools to be used with end-users
Sales playbooks or prospecting guides for cloud solutions
Citrix Service Provider Center of Excellence, affiliation with third-party business associates for market development
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
Citrix Service Provider Center of Excellence, affiliation with third-party business associates for market development and marketing assistance
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Internal-use product or licenses (discounted or free)
MDF/CO-OP
Referral programs (for Cloud Agents or influencers)
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?No
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Microsoft SPLA enrollment and agreement to use hosted licenses in controlled multi-tenant or dedicated environment, or contracted cloud environment
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