New partner initiatives the company is working on include deepening technical and product training in their face-to-face training programs, and developing the concept of being trusted advisors together with partners to their joint clients.
Extreme’s new channel chief is overseeing the rollout by early summer of programs the company first announced at last October’s partner event, with the first one being a wireless specialization being announced this week.
While Kaspersky is emphasizing the enterprise in its strategic objectives this year, it is also providing more segmented assistance to partners focusing on different parts of the market. This includes a new specialization which will see small business leads limited to partners who have secured it.
While some of the channel changes announced at Citrix Summit have less relevance to Canada than in other geos, the core themes Citrix emphasized of increased focus and channel co-operation found a welcome reception.
Citrix denies that last week’s Co-operation Agreement will have negative implications for partners, and says that strong showings by newly-specialized partners has the company on track to achieve this year’s channel goals.
They include changes to Professional Services training designed to increase dollar spend, up-leveling Premier partner competency requirements, and a new Demo program which reduces the cost outlay to partners.
Citrix’s major announcement at Synergy this year provides huge new opportunities for both CSP and CSA partners, and the channel strategy being finalized is designed to ensure partners who move to the cloud with WorkSpace Cloud will be treated the same way as on-prem partners.
ADTRAN has dumped product discount rules intended to ensure quality by limiting discounts to partners specializing in the area, while at the same time expanding training with free self-serve modules, and eliminating the deal registration revenue threshold.
In a wide-ranging discussion of where Citrix is headed in the Canadian market, their country manager also identifies key issues with competition, mobility, storage, and the impact of recent announced changes to the partner program.