5 Major Citrix Partner Program Changes In 2022
Wade Tyler Millward
The changes come after Citrix leaders – including interim President and CEO Bob Calderoni – acknowledged“missteps” in go-to-market and how channel partners are rewarded.
New Automation For Partners
Along with changes to incentives, Citrix has introduced more automation for partners to transact faster.
As an example, Lima pointed to Citrix “spark” incentives – which are for Citrix partners that bring opportunities to the vendor, “sparking” a deal.
Spark partners get higher incentive pay, but it wasn’t always clear if a partner would get spark approval.
“While it was great that we had these incentives, partners were saying, ‘Hey look, the approval process, if we’re going to get it or not, sometimes it’s ambiguous,’” Lima said. “So we put some auto-approval processes in place. So that way it has predictability.”