Each year, the editorial staff at CRN selects channel executives to name to the elite CRN Channel Chief list on the basis of their professional achievements, standing in the industry, dedication to the channel partner community and strategies for driving future growth and innovation.
This year, we are pleased to announce that among CRN’s Channel Chief honorees are our own Rafael Garzon and Ash Vijayakanthan.
“Citrix is lucky and grateful to have such wide and diverse talents on the team that are recognized as experts and thought leaders in the industry,” says Craig Stilwell, VP, Worldwide Partner Strategy & Sales. “Congratulations to Rafael and Ash for this recognition; we’re very proud of everything that they’ve both accomplished and we are looking forward to many more years of continued success. These two are great examples of what #CtirxPartnerLove is all about.”
Citrix is lucky and grateful to have such wide and diverse talents on the team that are recognized as experts and thought leaders in the industry. — Craig Stilwell, VP, Worldwide Partner Strategy & Sales
Rafael Garzon, VP Partner Sales, Americas, Citrix
Congratulations to Rafael Garzon for continuing to drive successful partner go-to-market strategy and execution for Citrix Americas.
Garzon’s top goal has been ensuring that partners know they are high on the Citrix priority list. With that in mind, his team deployed the newly unveiled Citrix Net New Partner Sourced Program in 2016, giving partners another avenue for increased margin and gross profitability.
Garzon’s team also simplified the Citrix Advisor Rewards Program (which rewards partners for value-selling activities through the sales cycle). They increased the number of sales, pre-sales and technical Hands On Workshops (HOWs) in multiple locations in the Americas and created Agree2Blitz, a successful appointment-setting program centered on building pipeline and strengthening relationships.
His advice to others: “Look at managed services. Customers of all sizes, especially small businesses with limited IT resources, will need the support you can offer. Again, help customers transition to the cloud and become a cloud provider.”
Rafael has 19 years of experience in technology solutions and leading multi-functional and multicultural organizations in Sales, Channel Development and Management, Marketing, Software Development, Readiness and Operations.
Ash Vijayakanthan, VP Partner Strategy, Citrix
As Vice President of Partner Strategy at Citrix, Ash Vijayakanthan has seen incredible results in 2016, including completing Phase 1 of the Channel Transformation Project—a key to midmarket growth—as well as creating a strategy with partners for the Citrix move to cloud. His main focus has been on partner profitability, cloud incentive design, cloud go-to-market strategy, and most importantly, developing creative solutions everyone can be happy with.
After some time of declining scores, the partner community has seen significant growth with the rising Global Partner Net Promoter Score. The average revenue per partner has increased steadily year over year and strong growth continues in Delivery Networking worldwide.
Net New Partner Source incentive also gained traction, with over tens of thousands of submissions in 2016 resulting in large growth of net new product business from partners. The Citrix Service Provider business also continues to expand with subscriber growth consistently rising Year over Year.
“We continue to be very focused on growth in the midmarket,” Ash says. “As a part of this, in 2017 my team is laser-focused on cloud transformation and maintaining partner profitability as we move to cloud together.”
Ash has over 15 years of progressive leadership and strategy experience in worldwide partner sales, including playing an instrumental role in designing the sales operations processes, pricing and licensing models for Microsoft Office 365 and Microsoft Azure as Microsoft was transitioning to the cloud.
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