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Citrix is stepping up its educational resources it makes available to resellers looking to develop sales in the virtual desktop and cloud arena.
Plans for next year include a greater level of support for those that risk missing out on a emerging market opportunity as well as helping partners get the basics right so they don't come across with a strong sales pitch to users.
Kevin Bland, UK, Ireland and South Africa channel director at Citrix , said that there was confusion in the market around what the technology offered and it wanted to help partners first and foremost learn about the cloud ahead of promoting its own products or attracting more resellers to the fold.
"In this new environment resellers have to prove themselves as the people that customers are likely to trust," he added that he had heard some conversations involving channel players that simply had the facts about the cloud wrong.
Citrix has been running its elite programme, which is designed to help channel partners take customers through the stages from considering to designing and then building a move to the cloud.
Bland said it had been very well taken up by its channel base and it wanted to build on that going into next year.