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Citrix talks up benefits of defined partner programme

Simon Quicke

Just a few weeks after significant changes to its partner programme came into force Citrix has been underlining to partners the benefits of a system that is based on clear rules of engagement.

Prior to the end of last month the vendor had been appointing platinum resellers on an invitation basis but changed its programme to base silver, gold and its top tier on performance.

Tom Flink, vice president, world wide channels and market development at Citrix, took some time out from the vendor's London partner event to tell MicroScope that it had introduced technical skills and revenue requirements as part of a structured approach to channel partners.

"The benefits to the top tier platinum partners have increased," he added "We have made it very objective and clear what needs to be done to reach the top tier of our channel programme."

Kevin Bland, director, channel and alliances Northern Europe at Citrix, said that the results of the changes had "seen movement both ways" with partners moving between platinum, gold and silver as a result of the channel programme changes.

Flink said it had given partners nine months notice of the changes and even then would be helping partners recover their status over the course of this year if they had slipped as a result of the new programme.

He added that with 95% of its EMEA revenues coming through the channel that partners were incredibly important to the vendor and it would be working harder to make sure that it was easier for resellers to work closely with the vendor.


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