Citrix launched Wednesday its SaaS Advisor (CSSA) channel program for resellers and aggregators of its software-as-a-service portfolio.
The announcement was paired with separate upgrades to the Citrix Solutions Advisor program for VARs and systems integrators.
The CSSA program, which will be rolled out over the coming months, includes components for resellers as well as aggregators of Citrix GoToMeeting, GoToMyPC, Podio, GoToAssist and ShareFile products.
It consolidates previously separate reseller and referral programs that had grown up around these products, some of which were acquired by Citrix, explained Tom Flink, vice president, worldwide channels and market development sales for Citrix, in an interview with Channel Partners.
Resale partners will be able to source these services through distribution, such as Ingram Micro in North America. Partners sell and are rewarded for annual subscriptions to these services. They also can be compensated on a recurring basis (annually) if they remain involved in the renewal sale, Flink said.
There are no minimum sales or certification requirements to become a Citrix SaaS reseller; however, Flink said the company encourages Saas resale partners to also register as a Citrix Solutions Advisor at the Silver level, which has no minimum requirements, in order to get access to additional benefits, including enablement content, training opportunities, events, product launches, and access to sales and marketing materials.
"We really see partners that are interested in a single part of what we do as an opportunity for us to really grow across a breadth of solutions and services that they can incorporate into their customer opportunity," said Flink. "At Citrix we're not individual siloed products … we do have a singular cohesive story around mobile work styles and cloud services that we think resonates with customers and helps partners go out and have conversations with customers on how they can deliver mobility and mobile services for their customers."
In a brand new initiative as part of CSSA, Citrix will work directly with cloud aggregators and SaaS marketplaces – many of which are service providers or telcos – to extend "not only our reference designs and best practices for integrating and delivering SaaS services, but also API support for integrating Go-To products into their marketplaces," Flink said.