Hello, my name is…

Mike Fouts and I want to use my inaugural Citrix Community blog entry to introduce myself, my new role as the Americas Channel Chief and my vision for the future of our channel program.

My background

I have spent 17 years in the technology industry, and my experience spans several verticals including healthcare, finance, sports and software.  I’m no novice when it comes to Citrix as a company; in the past 10+ years at Citrix, I have held several positions here and most recently served as Director of Sales and Services for the Southeast United States.  I am also no stranger to the channel.  Prior to my time as Senior Director, I was Director for Channel Development and Recruiting, and also worked for one of our channel partners, a Gold partner in New Jersey.  I earned a Bachelor’s degree in Computer Science from Trinity University.  I live in Coral Springs, Florida with my wife, Kathy, and 2 children, Samantha and Davis.  In my off time, I enjoy playing golf and hoping wildly that the Indianapolis Colts win at least one game this season.

My role

As Senior Director of Americas Channels and Field Operations for Citrix, I serve as the Americas Channel Chief and am responsible for driving the successful go-to-market strategy and execution for the Americas region.  I also lead the Marketing teams for the Americas and it’s my job to work closely with the Citrix channel to enable virtualization and cloud computing.

My vision for the channel

The primary objective of the Citrix channel program will continue to center on offering innovative programs, solutions and resources that make Citrix the most profitable business for the channel community.  All previous Citrix Channel Chiefs operated under this guiding principle, including my immediate predecessor, Craig Stillwell, and I intend to uphold that tradition.

But within that larger scope, I want to outline three specific areas of focus in 2012:

  1. We will continue to equip partners with the innovative resources they need to sell more product and be more profitable. We’ve listened closely to our partners, and next year we will make some new tools and information available to our partner community. They will enable our channel partners to take full advantage of the growing interest in and demand for virtualization solutions.
  2. We will continue to find ways to facilitate collaboration between partners and the Citrix sales organization.  After spending the last 15 quarters managing a field sales organization, I fully appreciate the importance of alignment and field engagement.  It’s important to me that we increase our focus on identifying and implementing strategies to improve that alignment between our partners and internal sales teams.
  3. We made some exciting announcements at Summit in Barcelona last month.  One important area centered on the introduction of an SMB focused partner certification.  As part of this, we’ll be increasing our sales efforts via the channel to customers in the SMB market.  With the acquisition of Kaviza, we now have another virtualization solution the fits this market segment.  We plan to work with our partners to aggressively target companies with our complete range of solutions that include VDI-in-a-Box, the easy, affordable, all-in-one virtual desktop solution designed specifically for small and medium businesses, as well as the undisputed industry leading XenDesktop and XenApp products.

Please continue to follow me and this blog page as we roll out new programs, tools and processes for Citrix Americas Channel, with guest blogs from other members of the channel executive team.