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Since July 2012, Citrix has sold to SMBs only through channel partners. This week, the IT company released a product suite, compiled with end-users’ input, that caters to how SMBs purchase. The change also comes with new financial rewards.

The package bundles VDI-in-a-Box, XenDesktop, NetScaler, ShareFile and support for companies with 25-plus and 50-plus users. For companies buying the bundle for more than 25 but fewer than 50 users, Citrix is replacing XenDesktop with a easier to manage VDI-in-a-Box. Pricing comes to $6,600 for the 25-user bundle and $21,000 for the 50-user bundle.

“While we have seen our partners have great success with SMB customers, we wanted to provide the added assistance to make the process even more fluid,” Mike Fouts, vice president of channels and field operations for Citrix, wrote in a blog this week. “We have also been encouraged by sales growth in the past year and wanted to sustain that momentum.”

To help continue the growth, Citrix has attached a new incentive, and another change, to the SMB suite. First, partners now can earn another 5 percent margin on sales of the package.

“Simply put, this means more margin and money in the wallets of our partners,” Fouts wrote.

Second, Citrix has lowered the Advisor Rewards threshold from a minimum of $10,000 down to $2,500. 

“This makes it much more profitable for our partners to sell in the SMB space,” said Fouts. “These changes are directly tied to input and feedback from our partners.”

Finally, Citrix also has named John Hurley, a 15-year Citrix employee, as director of SMB sales and strategy. Hurley will develop sales strategies for partners targeting SMBs, and work with those partners, Fouts said.