Hosting desktops, apps and data in public clouds is a major trend that is being embraced by organizations – particularly small and mid-size businesses (SMBs) – which prefer to let someone else invest in, administer and deliver these resources.  SMBs value the simplicity and cost-effectiveness of accessing all their apps and desktops from a cloud hosting provider.

The Citrix channel team created the Citrix Service Provider (CSP) program to make it easy for partners to build a successful service offering in the fast-growing multi-tenant cloud hosting market space. Many CSP partners target key SMB vertical markets, providing a bundle of apps and data tailored to medical practices, retail stores, restaurants or accounting firms, to name a few. The program gives service provider partners a competitive differentiator and the ability to offer new added-value services to SMBs.

How it works

The CSP program uses a pay-as-you-go licensing model that lets partners manage their businesses based on operating costs instead of capital outlays. The program features limited up-front costs, enabling partners to match expenses with revenues and provides infinite, seamless scalability as they add new customers. The CSP program supplies partners with solutions including Citrix XenApp, Citrix NetScaler and Citrix XenServer. Partners are qualified to join based upon their hosting business, membership in the Microsoft Service Provider Licensing Agreement program and Citrix certifications.

Proof points of success

More than 2,000 partners are active in the program. They work through 40 distributors in more than 50 countries, with 55 percent in EMEA, 48 percent in the Americas and the remainder in APAC. The success of the CSP program was recognized by Ingram Micro, the largest Citrix distributor in the United States, which named it “Program of the Year” during the 2012 Smart Partner awards.

New partners, new SMB customers

Importantly, 60 percent of CSP members are net-new additions to the Citrix partner ecosystem and represent a new channel. The program has grown to include large multinational service providers such as Colt Communications, Time Warner and most recently, British Telecom. Equally noteworthy is the fact that virtually all of the end customers serviced by these partners are SMBs, and 95 percent of them are new to Citrix. Worldwide CSP Program Manager Dan Sparks noted, “We are seeing very good traction with these partners. Our reporting partner and productive partner numbers are continuing to grow every month as the program matures. The CSP program benefits Citrix by providing a new way to reach the SMB market sector.”

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