Citrix avoids channel conflict with OEM agreements

The Citrix Advisor Rewards program will pay channel partners on sales of these products, effectively eliminating potential channel conflict and focusing the extensive expertise of Citrix Solution Advisors on delivering the best possible solutions to customers.

The vendor has signed several OEM agreements to embed XenServer in servers from leading systems vendors such as HP and Dell to avoid any conflicts with reselelrs, said Al Monserrat VP Channels, Strategy & Sales Operations for Citrix.

The program was originally introduced in 2004 and paid Citrix Solution Advisors for designing and delivering solutions based on Citrix application delivery products, even if a different channel partner ultimately fulfils the order.

According to Monserrat, extending the program to include embedded versions of XenServer eliminates any potential channel conflict with OEM partners and ensures strong incentives across the board by compensating partners that influence embedded XenServer deals as well as those who fulfil them.

“As a channel-centric company, we recognize the value our partners bring to a total solution, including the specification of hardware that includes embedded Citrix products,” he said.

Monserrat claimed Citrix’s new channel program enables partners to offer a virtualisation solution that integrates the power of HP ProLiant servers with the functionality of the Citrix XenServer HP Select Edition from a single, reliable source.