Citrix promises clarity in overhauled partner programme

Vendor admits partners have found rebate calculations hard to work out but claims new changes will help clear things up

Citrix has vowed to become more transparent with its reseller partners by making sweeping changes to its partner programme which could see some VARs earn up to 28 per cent in rebate payments.

The vendor said that partner feedback had driven its decision to overhaul the programme and conceded that in the past, some have been unclear as to how much margin they could make on products. The programme changes affect the vendor's global partner base including its 700-strong army of UK resellers.

As part of its plans to simplify its Citrix Solution Advisor (CSA) partner programme, Citrix claimed its newly set reward rates will be more clearly communicated to partners.

Silver partners can earn payments of between six and eight per cent, while Gold-certified resellers can get between eight and ten per cent in rebates, while its Platinum VARs can receive between 10 and 12 per cent.

The vendor's director for channels and alliances for northern Europe, Kevin Bland, said that in the past, it has been "very difficult" for partners to establish their reward payments but that the new system allows VARs on different partner levels to more clearly differentiate themselves.

Bland added that, in an effort to encourage more resellers to become Gold and Platinum certified, the firm has set out a clearer, formal path for them to follow in order to reach their goals. He said the move will help them better plan their investments and grow their relationship with the vendor.

Cloudy rewards
On top of its CSA changes, Citrix has launched a deal registration programme for its cloud networking products, which could see resellers earn up to ten per cent in rebate payments on the products. As part of this deal, an additional new-customer bonus is set to be introduced which will see a 50 per cent increase in VARs' initial CSA reward, which could take the rebate total to a maximum of 28 per cent.

Tom Flink, vice president of worldwide channels and market development sales for Citrix said that the programme changes will help resellers grow.

He said: "Because our channel partners represent our primary go-to-market strategy, it is important that we continue our long-standing channel leadership by strengthening traditional channel programmes while building new opportunities for our partners in cloud computing services.

"Our partners deserve a channel programme that fuels richer, deeper engagement by better recognising partner needs and growth potential. Partners will find it easier to do business with us while seeing greater profits, improved market differentiation and increased sales productivity."