Software vendor New Moon is attacking Citrix's hold on the European server-based computing market by releasing a cheaper Windows-based alternative to Citrix MetaFrame.
The firm is looking to recruit more than 100 strategic resellers across Europe to work with its distribution partners in selling its Canaveral iQ software to the SME sector.
"In the last six to eight months, in an effort to increase its own margins, Citrix has moved away from the channel, which has left an opportunity for companies like us. Canaveral iQ represents an alternative to Citrix MetaFrame in Microsoft environments," said Marc Lowe, chief executive of New Moon.
However, Lowe added that the vendor intends to limit its channel and not saturate the market with new partners. Resellers will be required to complete sales and technical training and also have the option to become New Moon training partners.
"We are very stringent about accreditation. Even if VARs have been Citrix trained, they will have to complete our training before being accredited," Lowe said.
Andrew Waters, sales director at distributor Adtcom, said Microsoft's endorsement of the product will ensure it sells well.
"We have been a Citrix partner for some time, but Citrix is more concerned with the high end of the market, which has created a gap for products like Canaveral iQ. New Moon's products are also more cost-effective for us and our customers," he said.
"We were looking for an alternative to Citrix, especially in the SME space. The fact that this product is Microsoft-based is quite an endorsement, because customers that prefer to keep all their systems running on the Microsoft platform will be able to take this on board."
CRN's Nima Green caught up with Chris Labrey for a quick Q&A at CRN's recent European Channel Leadership Forum
We caught up with the Atea chief exec at CRN's European Channel Leadership Forum in London
Andy Gillett has been appointed GM for the UK and Ireland
UK is one of two countries to see rollout of vendor's newest subscription service