Reseller News

Citrix boosts channel with online applications

CITRIX Online is latching onto its parent company’s distributors, Express Data and MPA, to build a reseller base.

The group, a division of Citrix Systems, sells web-based applications. It was launched in the region late last year, but only unveiled its plan to build a New Zealand channel at the Citrix iForum conference in Sydney last month.

Citrix Online is recruiting partners from Citrix’s base of Solution Advisors, but will also target resellers outside this sphere.

This is the model followed by the group globally, says US-based global channels manager Steven Wells, who was in Sydney for iForum.

“These are easy products for Citrix resellers to add to their existing portfolio, but we are not limiting ourselves. We are looking at growing our channel,” he says.

Citrix Solution advisors Com-puterland and Datacom have already signed up as partners, and Citrix Online regional managing director HR Shriver says the group aims to add to this number to expand its geographical and vertical coverage in New Zealand.

“Our goal is to have between five and ten channel partners in New Zealand by the end of the year. If they are geographically dispersed enough that should be enough to cover New Zealand,” he says.

Products in the Citrix Online range include the remote desktop management tool GoToAssist, online meeting application GoToMeeting and GoToMyPC, which provides remote web access to a PC.

The products are sold as managed services, which customers subscribe to annually, allowing resellers to build a strong annuity base revenue stream, says Wells.

“They get a 25% commission on the first year’s subscription revenue and then an ongoing 10% commission on all subsequent renewals,” he says.

“We have an 80% renewal rate. Our partners are enjoying an assured ongoing annuity that builds up over time as customers not only renew those subscription licences, but also add more seats to what they’re buying.”

Steve Macmillan, MPA managing director, is very optimistic about the prospects for the range, but says it is still too early to determine where the all the opportunities for the products lie.

“There are lots of niche areas where this software will fit in,” he says.

Macmillan says while the online applications lend themselves to being sold directly, a channel model can help raise their profile.