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Citrix moves to boost partner profitability

Virtualisation solutions vendor enhances Citrix Solution Advisor Program

Qadir says the changes to the programme allow partners to transition from a hardware-based business to one that focuses on software and services.
Qadir says the changes to the programme allow partners to transition from a hardware-based business to one that focuses on software and services.

Virtualisation solutions vendor Citrix has revealed that the enhancements made to its umbrella partner programme the Citrix Solution Advisor Program are aimed at helping resellers across the region to become more profitable in their businesses.

The company said the new enhancements under the umbrella Citrix Solution Advisor Program allow partners on the programme to receive a 10% cash rebate as a back-end margin whether they win or lose a deal.

Noman Abdul Qadir, director, Channels MEA at Citrix, said over the last 12 months, partners have been telling the company about the challenges they face in the market especially around profitability.

Qadir said the company has responded by developing a comprehensive programme that will boost partner profitability and help them to develop domain expertise in mobility, networking and virtualisation.

Qadir added that Citrix has made changes to the programme to enable Gold and Platinum partners to adapt and transition in the market as the technology landscape evolves around them. "We want to reward our partners for winning new projects in the three main focus areas," he said.

Qadir explained that traditionally, Citrix has been a dominant player in the virtualisation, networking and cloud infrastructure segment but with the changes that have happened over the years, the company has expanded its solutions portfolio to address the rapidly growing mobility segment. "With these changes, we have taken the responsibility to help all our reseller partners and distributors to develop domain expertise and differentiate their businesses from competition," he said.

Qadir pointed out that Citrix has invested in channel enablement programmes around marketing, promotions, rebate and incentive schemes, training, certification and  training centres in the Middle East and Africa (MEA) region. "Part of the focus with these changes is to enable channel partners to transition from focusing on hardware to helping them take up more software and services as the market is now dictating these solutions," he said.

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