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Ringing in the changes at Citrix

Ringing in the changes at Citrix

Citrix’s recent change of channel manager and its move to a sole-distribution model are among the initiatives designed to boost the resources available to local partners.

Colleen McArthur replaced Andrew Cashmore in the management role in late May. She will be supported in her role by Nigel Pengally, who has moved into a Citrix channel support role at Express Data.

ED won sole distribution rights for Citrix earlier this year, after the vendor ended its relationship with MPA. Pengally changed roles around the same time as McArthur.

Citrix is also in the process of hiring two channel trainers to serve Australia and New Zealand. “Previously sales executives had the responsibility for that. But we want to give them an opportunity to spend more time with customers,” says Citrix’s Asia Pacific channel sales director Phil Dean-Jones.

“It provides a more structured regional approach than having each sales executive do their own thing for each area.”

One trainer will focus on Citrix’s Presentation Server, the other on networks.

McArthur has been at Citrix for two years and is a former enterprise account manager for HP/Compaq. She says her appointment has given her a chance to “re-align” with partners.

“I’m getting out to channel partners and getting them up to speed with the new technologies,” she says.


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