Citrix is revamping its reseller channel as it expands
its product portfolio.
Citrix has recently added the likes of Citrix EdgeSight, Citrix
NetScaler and Citrix WanScaler to its portfolio, and recently
announced its Trinity project to develop "dynamic desktops" to
users, in partnership with leading companies such as Microsoft and
HP.
With the channel selling around 90% of Citrix's products, the
firm now feels the need to make sure that resellers are now
competent enough to sell its new offerings.
Wes Wasson, Citrix vice-president for product marketing and
product strategy, said that the company will add competency ratings
for specific business areas to its resellers from next January.
These will cover areas such as application security, application
virtualisation, network security and specialist support for
SMEs.
While companies will not need such ratings to be able to sell
Citrix products, those that demonstrate their competency in
specific areas will be more heavily promoted by Citrix to
customers. This may include reseller web links being featured in
Citrix ads, and other marketing tools.
Wasson said, "Our existing silver, gold and platinum grading of
resellers will remain, based solely on the volumes they sell, but
now is the time to add something extra to the way we grade our
channel partners."
Resellers will achieve competency ratings through their activity
in the channel and through training courses provided by Citrix,
among other means.