Citrix channel Mid-Year Report
If you had the opportunity to read my inaugural blog of last October there were three areas of focus for 2012 that I mentioned. These three areas are: allowing partners the necessary tools to participate; be profitable and successful; level engagement of our field sales sales teams; and the introduction of the SMB program. Now that we have reached the halfway point in the year, we'll take a look at our report card and see how we do
Enablement :.
The January blog was devoted to our Academy and Citrix Partner Enablement calendar 2012. In between, there are more than 125 of empowerment and training for partners in 2012, in all major cities in the United States, Canada and Latin America.
In February, we announced two very lucrative promotions to our industry-leading Citrix Advisor Rewards (RAC) program. Here are the details of the announcement:
100% Bonus: This promotion allows our partners to benefit from a 100% bonus, double the amount of payment RCA, they would normally receive. With a typical car payment of 10% of the SRP of products sold, this promotion would double that amount to 20%.
This is up to 20% of the margin on an edition of XenDesktop and NetScaler partners that sell, and which is valid for the entire calendar year 2012.
new customer bonus: This bonus promotion helps partners target new customers and reward the extra effort that the sale to a new customer requires. The new promotion the customer has a 50% bonus above the payment standard RCA.
For example, if the standard car payment is 10% New Customer bonus payment would increase this to 50%, for a total payment of 15% of the PRS. New Customer bonus also applies to any product in the Citrix portfolio that qualifies CAR, and is not limited to one version or special edition.
A number of partners have asked if these two promotions can be combined, and the answer is absolutely yes! If you use my two examples above, a partner can earn up to 25% CAR on one occasion.
In the middle of the year, I am pleased to report that the partners have exceeded our financial projections, which means partners are product sales engine than expected, and thus driving more profitability in their businesses.
We also announced a new major channel initiative, Cisco and Citrix Partner Accelerator. After more than a year in development with a first-mover in the market, this joint initiative offers compelling advantages for joint channel partners on customer requirements for mobile workstyles and desktop transformation. focuses our go-to-market partner on the Cisco Virtualization Experience Infrastructure (VXI) and Citrix XenDesktop. This allows partners to provide a highly flexible and secure solution with unified virtual desktops, voice and video
Commitment and SMB :.
I have deliberately combined these two categories, because we have made some changes that impact both.
with the introduction of the SMB program in February, we announced the creation of a team focused on SMB Citrix. This team will be responsible for customers with less than 500 employees.
I know you're wondering: "Why is this exciting and important," As part of our announcement, we also made a significant change in how we compensate our internal sales teams to respect of the SMB. New for 2012 is a space where no change of land resource Citrix (sales Reps, SE, etc.) are compensated for SMB sales. They will not bear quota will not receive credit quotas, and will not receive compensation on the SMB space with fewer than 500 employees.
This change is a dramatic and positive move for our partners. We have a dedicated inside sales team that focuses on space SMB, and the partner community will become our only field sales team basis for all SMB business.
with over 95,000 companies in the United States alone that meet the definition of SMB is a huge market opportunity for Citrix and our partners. And we have the right model go-to-market in place for this to be extremely profitable and successful for Citrix partners.
In May, I saw many of you at the Summit and Synergy in San Francisco. With over 00 participants in total in the event of this year's Summit offered a place to meet a lot of partners over the four days.
First of all, it was great to see partners in the Summit, and equally exciting to see the partners providing the Synergy clients. Taking advantage of two days of full engagement with the Citrix teams, then share this knowledge and information for two more days with customers was incredible. Both partners and customers have left San Francisco excited about Citrix and the rest of 2012.
As we enter the second half of the year, I would say that Q1 and Q2 2012 have been a great success in achieving our objectives of the partner program. While some partners expressed some uncertainty around our program that we started in 2012, the mid-term evaluations reflects a very positive vision. In the words of Paul Kunze IntraSystems our incentive programs, "We are definitely taking advantage of incentives, and we have seen a significant increase in our revenues and profitability this year with Citrix" We believe. the proof is in the pudding, so to speak, and we will continue to hold us accountable for the constant improvement of Citrix sales channels through programs and promotions because nothing speaks louder than tangible results. But for now, we think we are at the head of the class with a solid "a"
Finally the allocation of this month, I would like to leave you with this: Summit and Synergy in Barcelona. October 15 e we'll kick the Citrix Summit, followed by Synergy 2012 at the International Convention Centre of Barcelona Mark your calendars now;. I want to see everyone in Spain in October.
0 Komentar