Citrix Rewards Top Partners, Launches Cloud Advisor Program

Citrix Systems (NASDAQ:CTXS) is launching two new programs for channel partners that deliver rewards for on-premises deployments and cloud services deals. The two programs are an enhanced Citrix Solution Advisor (CSA) initiative that revises rewards and certifications and tiers, and a new Citrix SaaS Advisor (CSSA) program that takes Citrix’s SaaS services to the channel in an expanded go-to-market strategy. Here are the details.

Due to popular demand, Citrix has made a handful of changes to its CSA program, Tom Flink, VP of Worldwide Channels and Market Development, told The VAR Guy. 

Rewarding Top Partners

Previously, Citrix had offered similar back-end rewards to partners regardless of their partner level (Silver, Gold or Platinum).  Flink said that is changing. “”We are increasing the advisory reward available to our platinum members and then tiering it from there,” he said.  In addition, registering a deal will give partners a discount at distribution that is not available to any other partner.

Flink said that another change comes in the form of standardization of the top tier qualification. Previously the top tier programs have been invitation only. A partner who received certification would apply for Gold or Platinum status and the sales teams would determine who received the status.  Now “we are making the program completely objective and predicable,” Flink said. Partners will be automatically designated with the levels they have earned.

Third, Citrix is refreshing its certification requirements to make the program more predictable and to tier rewards based on partner level.

In addition, Citrix will remove the location designation for partners, making it national. For instance, partners who have achieved Gold status in one region can promote their Gold status in each of their offices around the country.

Citrix is also adding an opportunity registration benefit for its cloud networking products including Citrix NetScaler. Partners who are certified to sell cloud networking products can register opportunities and qualify for an additional upfront discount.

Cloud Advisor Program Launched

Citrix also launched a SaaS Advisor program, which will be rolled out in the months ahead. Essentially, this expands the go-to-market strategy for Citrix services to include channel partners.

It provides a referral and rewards program across products such as GoToMeeting, GoToMyPC and others, and it allows partners to buy these SaaS offerings through a distribution channel or participate in the referral rewards program.

Another aspect of this program is for SaaS aggregators or cloud services brokers. Flink says many of these are outside of the United States, and he pointed to Europe and China as examples.

“Citrix recognizes that there are markets and customer segments that are served by channels, even for product such as SaaS,” Flink said. “We want to be sure we create the programs where customers gain access to services through their preferred procurement avenue.”