SOFTWARE vendor Citrix says it will not cull any of its 50 New Zealand channel partners this year, following the axing of 20% of its Australian resellers.
But some sources say there is flab in the local channel, with some partners not pulling their weight. “There’s a lot of small resellers,” Maclean Computing managing director boss Allan Maclean says. “[Citrix] is quite a specialist product. It’s important that [resellers] use it and are active.”
Maclean’s firm is one of four Gold partners, which along with three Platinum partners, make up the country’s top resellers.
He also questions why New Zealand needs two distributors here. But Citrix channel development manager Michael McGrath says Citrix will not be removing any distributors or resellers from the local channel this year.
Citrix announced an increase in the rebate from 3% to 5% for partners who do the grunt work but miss out on the final sale — provided the deal is worth at least $US28,000, and partners register their interest with Citrix before tender and can produce evidence of leg work.
McGrath would not be drawn on supposition that Citrix has made the changes, including a jazzed up “seminar in a box” service, in response to sales or other financial results. He says 60% of resellers in Australia and New Zealand are growing their sales by 20% on average. Nor would he comment on whether former Australia and New Zealand region boss Raju Parrab, who left the company in October after less than a year in the job, was at odds with company direction.
Parrab told Reseller News last June that the channel was Citrix’s main focus and introduced Partner Services. He was replaced by Gary O’Brien. Parrab had not returned Reseller News’ calls at time of going to press.