I can’t believe how fast a couple of months can go. On August 18, 2015 I was appointed vice president of partner strategy and sales at Citrix.
Since then, I have talked to many partners (at 25 I lost count) to get their perspective and to talk about why I am excited to be at Citrix. Put simply, I think there is an incredible opportunity for our partners to accelerate and grow their businesses with Citrix.
Let me back up. I think something of an introduction might be in order.
My name is Kimberly Martin and for the last 15 years, I have been building and operating channels at companies, both large and small.
Most recently, I was vice president of worldwide business development and partner at Datameer, where I built a partner ecosystem and established partner programs in the new Hadoop technology space.
Before that, I served as vice president of worldwide channels at Informatica and led Microsoft’s EMEA channel business for several years. Interestingly, while I was at Microsoft, I provided leadership for the channel through the move from on-prem perpetual licensing to cloud-based services for Microsoft’s EMEA market.
Before all this, I worked at Accenture on sales and channel transformation for technology companies including EMC, Cisco, Dell, HP and others.
I am here at Citrix for one reason.
I believe Citrix is uniquely positioned to capture an even greater share of the virtualization market – and that our greatest asset for capturing that market is our vast and knowledgeable partner channel.
There are, of course, challenges.
For example, we need to simplify our incentive processes. Citrix Advisor Rewards (CAR) incentive was an industry innovation that we still get a lot of credit for from partners. At the same time the operational processes around CAR are more difficult than they need to be. We need to fix that.
We need to respond to the way partners are evolving their businesses. Our partners–of all types–are driving more and more of their business through services. It is important that we align our partnering approach to their business models.
We also need to take advantage of new business opportunities, which I think are huge. For example, we have a unique differentiator for our partners in enabling an ongoing services relationship on any cloud. Our chief competitor doesn’t have that – what they offer is their cloud.
We have a lot to talk about with our partners and a lot of exciting things that we want partners to take advantage of.
So if I might offer a final thought it is this: If you are a partner and you haven’t already made plans to be at Citrix Summit in Las Vegas January 11 – 13, 2016, register now.
I want to meet as many of you as possible while I am there to hear from you directly and I want the chance – both personally and with the broader Citrix team – to share exciting opportunities that partners can take advantage of immediately.