Citrix targets channel with recruitment plans

Software vendor looks to increase application acceleration product market presence

Software vendor Citrix has launched a channel recruitment push around its recently acquired application acceleration products.
The vendor currently has 56 resellers pushing its Netscaler and WANScaler products in the UK, but wants to boost that to 150 within the next 12 months.
Kevin Bland, director of channel sales of Citrix UK and Ireland, said: “Citrix bought into the WAN space about two years ago. It is a growing market, so therefore Citrix wants to grow with it.”
New resellers will be enrolled in the Citrix partner programme, which offers an Advisor Reward Scheme, sales support and a Spearhead Training programme, which pre-briefs resellers on new technologies before the launch.
“There is a lot on offer out there. Citrix is not looking to shift partners away from existing vendors, but wants to give them another option,” added Bland.
Bland argued the sector offered huge opportunities for resellers, citing estimates that 90 per cent of new applications are now delivered over the web and 55 per cent of employees now work in branch offices.
NetScaler, which Citrix acquired in mid-2005 accelerates the performance of web applications. WANScaler, which is based on Citrix’s 2006 acquisition of Orbital Data, does the same but for applications over wide area networks.
Citrix added that the recruitment charge will encompass partners selling other parts of its portfolio.
Paul Golding, marketing manager at Citrix reseller Intercept IT, said: “The WAN market space is growing and Intercept receives a lot of support from Citrix. From having one product two years ago, Citrix now has a large portfolio, so it is a good idea for it to expand its channel.”
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