Citrix has praised its partners’ contribution in difficult economic times in helping the vendor post a 29% increase in EMEA product bookings for the first half of 2012 but urged them to sharpen their focus on its networking products.
Speaking at the Citrix Summit partner event in Barcelona, Carlos Sartorius, EMEA vice president for sales and services, said EMEA had done very well in the first half of the year, desktop virtualisation bookings were up 67% and networking product bookings increased by 60%.
But despite the large increase in networking sales, Sartorius urged partners to do more. He revealed that networking accounted for 9% of Citrix’s EMEA business compared to 18% globally.
Sartorius said that networking represents about 10% of EMEA’s bookings, compared to more than 30% for the Americas and APAC regions so there was an opportunity to dramatically grow the business in EMEA.
"I need you to put on your networking shoes and go boogie," he told the audience of channel partners. "The market is there."
Senior vice president for sales and services, Al Monserrat, said it had been a very difficult year for EMEA in a very challenging economic environment. But Citrix and its partners had done "a fantastic job of staying focused on things we can control" and they had "done very well together". Partner productivity in EMEA had increased by 22%, he revealed, much higher than the global figure of 12%.
Citrix vice president for channel and market development, Tom Flink, said the vendor had invested over $140 million in partners worldwide over the past 12 months and nearly all of its product revenue came through partners. Co-op marketing had increased by 34% year on year and there had been a 21% increase in advisor rewards on Xen Desktop and NetScaler.
He unveiled a number of new tools to improve the engagement between Citrix and its partners including a redesigned Leads and Rewards tool and a Reward Tracker.
Billy MacInnes
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