Citrix Summit ’19 was an extraordinary milestone for Citrix Service Providers (CSPs). With a track of 10 CSP-specific sessions, it was hard to miss the energy coming from our record 600-plus CSP partner attendees!
We kicked off the week on the Sunday before Summit with an exclusive CSP Reception, where Carlos Blanco, Sr. Director of WW CSPs, announced four worldwide CSP Partner awards for 2018, unveiled exciting new program updates coming in April, and teased a new sales contest for CSPs, starting February 1.
Monday and Tuesday were jam-packed with exciting CSP breakout sessions and keynotes. While you can review the keynote recordings on SalesIQ now, keep reading to catch up on our award winners and the CSP sessions you missed.
Most Innovative CSP Partner of 2018
Winner: Schuster & Walther IT Business (Germany) — Using the ShareFile API, Schuster & Walther built a custom solution for legal firms. Their proprietary tool enables customers to scan paper documents with ShareFile, which automatically moves the documents to the appropriate folders in their account.
Most Transformational CSP Partner of 2018
Winner: Six Degrees Group (UK) — Six Degrees is a cloud-led managed service provider that achieved an astounding 1374 percent YoY growth from 2017. And that’s not a one-time deal — that’s MRR growth!
WW CSP Cloud Partner of the Year (2018)
Winner: SITA (Switzerland) — By moving their entire platform to cloud and having Citrix manage the full service, SITA Aero was able to reduce their current cost base, avoid a large capex spend, and build a new business model that scales profitably with minimal risk.
WW CSP Partner of the Year (2018)
Winner: Carestream Dental (US) — Carestream Dental’s solutions consist of practice management software, dental imaging, 3D imaging, revenue cycle management services, data retention, and professional services and support. Carestream Dental leverages Citrix as their only vendor to provide their solutions as a service to their customer base. They grew 107 percent YoY in 2018 and finished the year with the most total CSP Cloud bookings among all CSPs!
Congratulations to all of our winners and finalists!!
Following the awards, Carlos also announced an exciting new change coming to the CSP Program in Q2 2019 — CSP partner tiers.
The Citrix Service Provider program will have tiers, just like the Citrix Solution Advisor (CSA) program with its Platinum, Gold, and Silver partner classifications! Monthly recurring revenue (MRR) will be the primary factor that will qualify partners for tier levels. However, certification attainment will also be taken into account.
Tier benefits will include, among other things, Accelerate rebate based on attaining revenue objectives (similar to the CSA Accelerate rebate), market development funds, access to Citrix Ready, and Summit passes.
More details will be announced in Q1. Stay tuned with the monthly CSP Channel Update webinars!
CSP SALES CONTEST
The last announcement at Sunday’s CSP reception was the reveal of our first WW CSP sales contest, “Mission: Possible.” Your mission, should you choose to accept it: Use your intel to grow your sales, gain new customers, and win amazing prizes. This 2019 sales contest will go from February 1 to May 31 and will be based on the highest percentage and highest dollar increase in sales above the partner’s Q4 baseline.
Partners must be registered to participate. Launch your mission here today!
CSP BREAKOUT SESSIONS
The CSP excitement continued on Monday and Tuesday as CSPs filled breakout rooms to hear the latest product announcements and options, CSP best practices, and market research.
Video recordings of the sessions will be available by the end of January on SalesIQ, but you can review the slides from the CSP sessions on SalesIQ now.
While we encourage CSPs to review all of the 2019 Summit CSP sessions, here are three sessions you should prioritize:
- CSP and Citrix Cloud: Leverage Virtual Apps and Desktops to your advantage — The most-attended CSP session was popular for good reason. During this presentation, Citrix announced that CSPs will soon be able to leverage flexible, multi-tenant deployment models with Citrix Cloud. In addition, the 25-seat per customer minimum will be changed to per CSP minimum, and the lack of flexible CSP Citrix Cloud licensing will be replaced with friendly program rules, including monthly billing. Review more details and updates here. We will have more information on these Citrix Cloud announcements over the next few months, so be sure to register for the CSP Monthly Channel Update webinars to stay informed!
- The future of Citrix DaaS and CSPs: Why it makes sense to join the next generation of Citrix Cloud offerings — Building off of the exciting announcements coming from the Microsoft Ignite conference in the fall, this session explained the details and the CSP market opportunity for the new Citrix DaaS offering. With capacity and infrastructure managed by Citrix, CSPs will be able to focus on high-margin, value-added customizations to the basic DaaS offering, making CSPs one of the primary route to market for this new solution, which will be released this year. Review the presentation here.
- Citrix Cloud reference architecture for CSPs — For our technical partner teams, the WW CSP Product Solutions team, in collaboration with Virtual Apps and Desktops product and engineering teams, presented an overview of the newly created Citrix Cloud reference architecture for CSPs. Review this presentation to analyze different Citrix Cloud reference architecture models to fit your customers’ requirements and create the path for your cloud transition.
SAVE THE DATE
With Citrix Service Provider business growing more than 30 percent in 2018, you won’t want to miss the better-than-ever CSP track at Citrix Summit 2020 in Orlando, Florida, January 13-15.