Citrix Systems Inc. recently informed channel partners that it will take the sales lead on some 1,100 named enterprise accounts, limiting program members from participating and earning rewards from sales and consulting activities with those clients to invitation and inclusion in a formal account plan.
Mike Fouts, newly named Citrix senior director, Americas channels and field operations, said in a recent blog post that beginning on January 1, 2012, for those so-called High Touch accounts channel partners must be invited to participate and must be included in a Citrix-developed account plan to benefit from the Advisor Rewards program.
Fouts, who indicated that mapping field sales to the channel topped his to-do list when he took the job about a month ago, said that the “change does not restrict our partners from selling to customers or providing services to an account.”
Those accounts not on the vendor’s High Touch list remain unaffected by the modifications, Fouts said. For all non-named accounts, channel partners can earn rewards as before under the Advisor Rewards program, he said.
Fouts cited customer feedback as the driver behind the program changes. He said that all affected partners had been notified as of this past October. Fouts said that the vendor would help partners whose revenue might be negatively impacted by the changes to adapt their business models accordingly.
“We discovered that the majority of our enterprise accounts would feel best served by a Citrix-led account management approach, which provides them with direct access to and response from our sales teams,” he said.
Fouts wrote that the program change will enable the vendor to provide “additional account leadership to keep our end-customers satisfied with the full array of Citrix solutions.”
He said the program changes are part of the vendor’s goal to build a “successful model to support our enterprise customers” as demand for cloud, desktop virtualization and networking solutions grows.
Citrix initiated the Advisor Rewards program more than seven years ago to offer partners additional margins for influencing volume license deals.
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