Citrix's SMB plans paying off

News Christine Horton Oct 16, 2012

Citrix SMB channel grows; sales of VDI-in-a-Box take off

Citrix’s (NASDAQ:CTXS) campaign to grow its share of the SMB market is yielding results with a boost to sales of its VDI in-a-Box, its all-in-one desktop virtualisation offering targeted at small businesses.

“We are having 70 percent quarter-on-quarter growth in solutions like VDI-in-a Box. If you take it on a yearly basis, we’re talking about triple digit growth,” explained Christian Partarrieu, director of channel sales and alliances for EMEA, at Citrix Summit 2012 in Barcelona.

In March this year the company added a new level to its Citrix Solution Advisor Programme especially for new SMB partners focusing on sales of VDI-in-a-Box.

“This [SMB market] is a partner play,” said Partarrieu.

Siâron van Wetten, Citrix’s channel marketing director for EMEA confirmed the number of certified SMB partners has grown from “half a dozen” to more than 250 in Europe. “Partners want to be part of that growth,” she said.

In the UK the total is around 50, according to channel leader Kevin Bland, who recently told Channel Pro there had been a 10-15 percent increase in the UK channel due to the intake of new SMB-focused partners, with 3-5 percent of its existing partners re-categorising themselves as specialists in the space.

In addition, the channel exec says he is surprised by how many Platinum, Gold and Silver Citrix partners have adopted VDI-in-a-Box as an option to sell into customers. “We were focused on an enterprise go-to-market but we found out there was an SMB piece [in the organisation] too.”

Image: Shutterstock

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