Fragmented Business

CF: How fragmented was the legacy Citrix partner program from your point of view?

EF: It could be pretty fragmented. It varied a lot by who you were working with, and how you were working with them. An SI would have one program, a LAR would have a slightly different program, a traditional reseller would fall under our CSA [Citrix Solution Advisor] program. It caused complications between our folks and partners. And sometimes even within the partner based on the motion, where there just wasn’t predictability. They didn’t go into engagement with the customer and know what they were eligible to earn.

For us, it’s really about making that clear, in real time at the time of a quote, and then empowering the partner to manage that profitability moving forward from there.