Partners pleased with Citrix's new focus

Partners pleased with Citrix's new focus

The vendor is making great inroads into its new strategy

Partners have been pleased to hear about Citrix's commitment to the channel and its refocus on its core business.

At the Citrix Summit 2016 in Las Vegas, it revealed it was refocusing its business after experiencing a tough start to 2015. That was already paying dividends with a strong finish to 2015.

Insentra managing director, Ronnie Altit, said the vendor had made great inroads into recognising what has been successful. The vendor is a strategic part of Insentra’s business, forming the basis of its enhanced support services.

“We’re consistently investing in the Citrix space and we have four MVPs in our team, which means we can talk to customers with credibility,” he said.

“When you see an organisation like Citrix start to focus on where they are, being innovative, releasing support for Windows Server 2016 on day one - it is a very important thing to do, because it allows organisations to progress and move forward.

Altit said he was seeing a big demand in taking existing Citrix environments and making them robust.

“We’re seeing a real uptake in NetScaler. The technology has been around for a long time and we’re still very focused on getting the highest accreditation and the right experience.”

Melbourne-based Teba is one of the largest Citrix platinum partners in Australia. National practice manager, Craig Stones, has made his career out of building up his Citrix expertise for the past 26 years.

“I’ve been with Citrix through the highs and lows. What we’ve seen so far with this new focus, looks great,” Stones said.

“Our focus this year is on Citrix Workspace Cloud as well as SD WAN, which we’ll be pushing very hard for.”

Teba maintains specialisation in networking, mobility and virtualisation. It has a direct model and also deals with about 50 partners.

“The specialisations are a proven track record that the reseller has the ability to do the work,” he said.

During the Summit, Citrix laid out its simplified sales priorities on landing new customers and expanding into new customers, which Thomas Duryea national practice manager of mobility, Damian Zammit, said he was keen to work with Citrix on.

Read more: Thomas Duryea's stellar start to FY16

“There was a bit of a restructure inside of Citrix, which had to be done and now they’re coming back with a stronger message,” Zammit said.

Citrix also place a great emphasis on it’s important partnership with Microsoft, which The Cavalry director, Peter Low, was excited about.

“The Microsoft relationship pleasantly surprised me,” he said. “The technology just speaks for itself. Hosted desktop is our core offering, which is based on Citrix.”

Citrix APAC senior director channel sales and partner development, Phil Dean-Jones, said there was a lot of opportunity across all the different sets of Citrix solutions.

“There’s been a new partner focus set up in the organisation in the last 12 months through a new partner team that focuses on partner enablement that didn’t exist before,” he said.

“We’re also looking for ways to leverage some of the global initiatives more so than what we’ve done in the past.”

Dean-Jones explained last year, it set a global target of appointing 400 specialist partners, which was well achieved and is beginning to pay dividends for both Citrix and specialist partners. About 40 specialised partners reside in APAC.

“In the last 12 months, a proportion of revenue was coming from specialist partners, which is proving its worth,” he said.

Citrix Australia channel sales manager, Belinda Jurisic, added that it had been no more than six months since partners became full certified specialists, already reaping about $US8 million in rewards.

To become gain a specialisation partners must have a minimum of three customers validate their Citrix experience and undertake e-learning courses.

Jurisic said reducing its own direct services revenue was a way to let partners take the lead in this arena.

“We’re giving partners more effective ways to work with Citrix and take advantage of the opportunities,” she said.

“Our strategy, products and core focus are so simplified now and we’re giving partners reassurance around what we’re trying to achieve, what we’re taking to market and what we want from them.”

Julia Talevski traveled to Las Vegas as a guest of Citrix

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Tags CitrixInsentraTeba Groupthe cavalryThomas DuryeaBelinda Jurisic


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