VDI in a box re-engages Citrix channel

Citrix has found its VDI in a box solution has been a way of opening doors with partners and to rebuild its channel after it pruned it back last year

Citrix UK channel head Kevin Bland has revealed the startling fact that nearly all of the vendor's high-end Platinum partners have taken on its entry-level VDI-in-a-box solution.

The detail emerged as Bland spoke about the changes in the vendor's channel in a briefing at the Citrix Summit event in Barcelona. Over the past year, Citrix has parted company with close to 25% of its EMEA partners, many of which were deemed to be inactive.

"Eighteen months ago, we put time and effort into creating vibrancy in our channel. About 25% of our channel was not proactive," he said. The vendor had done "the right thing" by having a qualifying conversation with partners. "It's much better as a vendor to have a sensible conversation with a partner and help them to evaluate our product set and decide whether it was relevant to their customers."

The vendor also "identified areas where we were perceived as less relevant and one of those has been SMB".

VDI-in-a-box helped Citrix to make desktop virtualisation relevant and cost effective for the SMB market and to provide agility.

When the company brought VDI in a box to market, one of the first things it did was take it back to some of the partners it had parted company with. Bland said there had been a positive dialogue with a number of them and it had opened the door for them to return to the Citrix fold.

"We have also seen a surprisingly significant uptake from our active channel," he added. "Nearly every one of our Platinum partners has a focus around it as part of their business."

In some instances, those partners had an SMB part of their business that Citrix had not  recognised, but others were taking it on as another option to have in their kitbag.

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