Citrix to increase VAR rewards
Up to 10 per cent of the list price of Citrix products will be given as a bonus to partners registering deals
Citrix has boosted the bonuses it gives to partners when they generate business, regardless of which company fulfils the order.
At its recent Citrix Solutions Summit, the vendor claimed up to 10 per cent of the list price of Citrix products will be given as a bonus to any partners registering deals, submitting sales forecasts early or providing offerings based around the Citrix MetaFrame Access Suite.
The scheme, known as Advisor Rewards, is available to all global Citrix channel partners. Formerly known as Citrix Solutions Network members, they will now be known as Citrix Solution Advisors.
Matt Piercy, distribution channel manager at Citrix, said: "This is a global programme with a few local tweaks to suit market conditions.
"We want to reward partners responsible for the original implementation, even if the software sale goes to somewhere else.
"Our grass-level partners are needed in this business and with these kinds of policies we can all grow even more together."
It is hoped the new incentive scheme will discourage last-minute selling at the end of sales cycles and stop partners using excessive discounting to close the order.
It also ensures companies that generate new business get their proper reward, Piercy said.
Two years ago Citrix decided to keep 5,000-plus seat orders within a specific set of partners that have specialist knowledge of larger accounts.
However, under this scheme these accounts will be open to anyone who wishes to bid for them and they will be fully supported by Citrix.
Richard Bessant, marketing manager at Blue Chip Data Systems, said: "Any flexibility is always welcome. Citrix has well-established price lists and this is a good incentive.
"The changes in order-handling are good for distributors handling those kinds of projects."