8. An Arrow through the heart of Citrix’s distributors
When? January
‘It’s not you, it’s us’, we imagine Citrix’s note to all but one of its distributors in January may have read as it gave them their marching orders.
The cloud computing and virtualisation vendor has moved to a sole-distributor relationship with Arrow following a “reassessment” of its go-to-market strategy.
Climb, which worked with Citrix in UK & Ireland, was among those ejected.
“Citrix took a lot of customers direct, they took some VARs direct, and then everybody else down the card is going to work through Arrow,” Climb CEO Dale Foster told IT Channel Oxygen this month.
Climb has been quick to fill the hole, Foster added.
“We haven’t made reductions with our teams, we’re just very focused on ‘hey, we have sales cycles, and we have products to sell’,” he said.
“The changes we are making are significant for our channel partners, but we believe they will provide channel partners with greater flexibility and efficiency to better serve both existing and new customers,” Ethan Fitzsimons, senior vice president, partnerships and commercial sales for Citrix, stated at the time the move was announced.
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