As the new Citrix VP, Worldwide Partner Strategy & Sales, I’m looking forward to meeting with our partners from around the world at Citrix Summit in Anaheim, California, on January 9-11. There’s still time to register for this important kickoff event.
Although I’m new to this role, I’ve been with Citrix for the last 17 years, and I’ve had the opportunity to work closely with many partners in various roles in the Americas sales and channel organizations. In fact, I helped to lead the roll-out of Citrix Advisor Rewards back in 2004.
My many years at Citrix have led me to understand that Citrix has the most professional, talented and dedicated partners in the world, and I’m looking forward to expanding existing relationships and building new ones – starting at Summit.
My goal is enabling our global partner ecosystem to achieve success and profitability in 2017 and beyond.
As Carlos Sartorius mentioned in an earlier blog post, I’m starting my new job by focusing on three important areas:
- Making it easier to do business with us. Citrix has always led the industry in innovative programs aimed at making partners more successful. In fact, we have five major programs in place right now. Each one is great individually, but together they can create complexity and raise questions about how they work together. My objective is to simplify processes and control the amount of change that occurs – while keeping the many benefits of these programs.
- Winning in the mid-market space. Mid-market customers are a huge, mostly untapped opportunity for Citrix, and we need the support of our partners – including Citrix Service Providers – to win in this sector. At the same time, we want to preserve our share in the enterprise space, where we have been successful for many years. Bottom line – I am confident these two goals can co-exist and deliver net new gains for partners and Citrix.
- Transitioning to the cloud. As CEO Kirill Tatarinov wrote in a blog post last June, Citrix is transitioning to delivering our solutions as services from the Citrix Cloud. He also stated that 2017 will be the year we advance from crawling to walking in the cloud. What does this mean for partners? Cloud computing, like the mid-market, offers tremendous new opportunities to make money. But instead of traditional on-premises implementations and management, profits will come primarily from delivering services, including managing non-Citrix workloads hosted in public, private or hybrid clouds in addition to the opportunities to participate in the transaction itself.
That brings up one more subject – Microsoft. Our most important and longstanding strategic partner is a power player in the public cloud with Azure. For many customers, the public cloud is the best place to run certain workloads, especially those requiring massive scalability. As Citrix focuses more heavily on cloud, this alliance with Microsoft will be a great help to partners in creating complete solutions for customers.
We’ll be discussing all these topics and more at Summit, and I hope you’ll be able to join us. I wish you all a healthy, happy and prosperous New Year and I look forward to kicking it off together. See you in January!