Citrix ups reseller rewards

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1 April 2005 | 0

Citrix has launched an innovative new channel programme in the UK and Ireland that allows Citrix resellers and distributors to be rewarded with up to 10 per cent of the listed price of a product sold, even if they don’t end up fulfilling the deal.

Advisor Rewards is an incentive programme that provides a new way for Citrix channel partners to increase their profitability from sales of the Citrix MetaFrame Access Suite. It provides monetary rewards for Citrix Solution Advisors that register deals, submit sales forecasts earlier in the process of selling Citrix volume licensing products, and provide value-based solutions selling around the Citrix MetaFrame Access Suite.

According to Matt Piercy, Citrix distribution channel manager for the UK and Ireland, the new programme is ‘hugely different’ from anything the company has done before, and is possibly the first such rewards programme of its kind.
Being a 100 per cent channel fulfilled company, Citrix is concerned about how falling margin in software-only sales is hurting resellers. ‘We recognise that if margin continues to decline, it will be harder for partners to create opportunities,’ said Piercy.

Under the Advisor Rewards programme, resellers who generate an opportunity in the first place will be rewarded with up to 10 per cent margin on the suggested licensing price of a deal, regardless of who ends up fulfilling the deal.
Piercy says that the 10 per cent figure will apply more to entry-level deals (which make up the majority of Citrix sales in Ireland). Larger scale deals will register a margin closer to 5 per cent.

The new program gives Citrix Solution Advisors, as they will now be called, a fixed commission rate for driving demand, so as to relieve the downward pressure on product margins. Ultimately, Citrix resellers will now be able to benefit from two revenue streams – reselling software licences and earning post-sale rewards for demonstrated value selling.
Citrix, which has 40 business partners in Ireland, experienced its best ever sales year in 2003, which Piercy says is thanks in part to Christopher O’Toole’s selling prowess since moving to a more end-user focused role at the start of that year.

Since the demise of ACD, Data Solutions has been working as the sole Citrix distributor in Ireland, an arrangement Piercy says is working well for the company.

08/03/04

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