Citrix aims to grow 25% in 2012 with fresh focus on SME segment

Thursday, December 1, 2011

US enterprise access solutions provider Citrix Systems (Nasdaq: CTXS) aims to grow 25% in terms of sales in Latin America in 2012, helped by a new partner drive, Mike Fouts, Citrix's incoming senior director for channels and field operations for the Americas, told BNamericas.

Latin America is already growing at twice the speed of Citrix's global operations but the company believes there is even more potential with cloud and virtualization products by focusing on the underserved SME segment.

Citrix currently has 2,400 partners in the Americas, of which 10-12% - or 240-275 - are in Latin America. The company plans to increase its partners by 20-25% across the board in the Americas, a move which Citrix expects will focus on the SME space.

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Citrix is projecting that in the future at least 50% of its partner community will address the SME segment.

The company is introducing a series of new solutions following the acquisition of all-in-one "VDI-in-a-Box" solution provider for SMEs, Kaviza, which gives Citrix a virtualization solution that is better adapted to small and medium businesses in terms of price and scalability.

"For a customer that has 250 users and that does not have the budget for the complex IT infrastructure to host a cloud solution or a full virtual desktop environment, this is a great solution that will give them a quick return on investment," Fouts said.

New in his role as channel manager, Fouts wants to build Citrix's business in Latin America by going back to basics and walking new partners through training and interacting daily with them.

The company is to relaunch its partner program allowing new participants to join for the nominal fee of US$300. Basic sales training can be carried out online.

Fouts believes the best way to train partners is to ally them with sales staff so there is a close dialogue between the two.

"The best way to build a relationship is talking to each other and looking into each other's eyes. So we've put teams out into the field to handle all levels of our partners, and they will facilitate collaboration between our sales teams," Fouts said.

Sales reps will "adopt a partner" and accompany them in their first encounters with customers, helping them to build sales and technical acumen.

A free certification program will also be introduced.

Looking ahead to the trend of virtualization and cloud computing, Fouts said that everyone he talks to has a different definition of what cloud means. As Citrix has a broad portfolio of solutions, he feels the company has something for everyone, and customers can implement all or parts of their cloud solutions.