In the revolving door that is the leader of the Citrix channel, Kim Martin is out and Craig Stilwell is in.
Martin assumed the position in September of last year, after the role sat empty since Tom Fink vacated it in February. Senior leadership can't seem to please its primary shareholder, hedge fund Elliott Management. The firm is said to be dissatisfied with the amount of resources stretched across its channel. Martin was brought on as part of a broader sales transformation plan that included the removal of CEO Mark Templeton last summer.
Citrix has struggled to capture a greater share of the midmarket. In April, the company announced a new partner incentive and reward program designed to boost partner profit, with an overhaul of its MDF program and an incentive program for CSA, ISV and SI partners that rewards the identification of midmarket opportunities.
“We’re confident that these changes are going to help grow our opportunity pipeline, specifically the midmarket,” said Martin at the time of the new program launch. “It’s going to increase our partner leverage and more important it’s going to help our partners profitability in the midmarket and being more successful in the Citrix solution stack.”
Now, Martin has been replaced by Craig Stilwell, a 17-year veteran of Citrix who previously served as vice president of Americas channel sales and field operations and area vice president of the U.S. commercial business.
Citrix says that Stilwell's focus will be tri-fold: continuing the push into the midmarket, transitioning to the cloud and simplifying the company's complex channel program.
"Craig’s experience heading up our U.S. Commercial business and the Americas channel sales and field ops organization will be invaluable," wrote Carlos Sartorius, EVP of worldwide sales and services at Citrix. "We look forward to sharing more about our vision for 2017 with our partners next month at Citrix Summit in Anaheim! In the meantime, Craig will be reaching out to partners to say hello and always welcomes partners to contact him via his LinkedIn profile."
Best of luck, Craig. Judging by recent history, you'll need it.
Correction: A previous version of this article insinuated Martin did not meet Elliott's performance standards. The reasons behind her exit from the company have not been disclosed.