Championing the Channel – How to Partner for Success

Having spent the past decade working within channel alliances and development, it would be fair to say I have a true passion for partnership. So, when I was offered the opportunity to take responsibility for Citrix’s relationship with Tech Data, I jumped at the chance.

And what a time to take on a new account – seeing the speed at which Tech Data has been able to effect change within its business while proactively helping the broader channel has demonstrated what’s possible when you’re committed to a common goal. In this case, helping end user organisations continue to operate in circumstances they weren’t fully prepared for.

For those of us who have built our careers in technology, remote working feels straightforward, but recent events have caught many organisations by surprise – few had a business continuity plan for such a significant change in working practices. Today’s spirit is definitely one of helping others – here’s what you can expect from Citrix and Tech Data right now:

Partnering up

If your customer has requirements that span multiple disciplines such as desktop, networking, and security, and you can’t fulfil them all, we can help you partner up. Working together, we’re connecting complementary Citrix partners in order to deliver against an increasing demand for secure mobile workspaces that operate across internal IT systems, public cloud, and hybrid cloud.

Helping hands

Citrix has a wealth of resources available – and we want to make sure you can access them. With Tech Data, we’re ensuring the channel knows how to take advantage of the following ways to rapidly facilitate remote working for customers:

  • Licensing: Support and discount strategies to get customers up and running quickly.
  • Technical: Helping customers make the most of their Citrix environment – especially those with challenges around networking capabilities and resilience. We’ve also made a virtual lab available where technologists can try out their Citrix deployment skills for free.
  • Enablement: Helping partners keep skills sharp with free training and certifications.

The right priorities

Regardless of which vendor you’re working with, or what the current technology landscape looks like, there are three key priorities that remain a constant for me and they’re all about the partner experience:

1. Ease of doing business

People don’t have time to navigate a vendor that’s difficult to do business with. My aim is to remove barriers and work with Tech Data to make sure partners have access to the right information about the right products that solve business continuity issues.

2. Aligning to our partners’ needs

I’m actively seeking out feedback on what partners need from Citrix and Tech Data and using it to help us evolve how we work together. It’s vital to know what it’s like on the front line so we can tailor our services and offerings accordingly.

3. Helping partners achieve their ambitions

The stellar misconception is that Citrix just does virtualisation – our portfolio has evolved far beyond that to offer an end-to-end secure mobile working solution. So, whether your focus is on growing your cloud services practice or you want to specialise in micro-apps based solutions, the Citrix portfolio has something for you.

Championing the Channel

From what I’ve experienced so far, there is a real coming together of the channel to not just better serve customers, but also to help one another – it makes me proud to be involved and motivated to make sure I’m doing my part. I’m delighted that Citrix has now launched a dedicated hub within Tech Data’s Trusted Advisor programme which is full of useful resources such as on-demand webinars covering product and licensing topics. Click here to see what’s on offer.

In the meantime, if there’s something that Citrix and Tech Data can do for you, or anything in this post you’d like to know more about, please get in touch.