Brian McColm (Citrix)
Citrix has overhauled its channel strategy in Australia, parting ways with Tech Data to streamline distribution strategies.
As a result, ARN can reveal that Dicker Data has been appointed as the distributor for the Citrix reseller business locally, while joining rhipe with access to the Citrix Solution Provider (CSP) portfolio.
Specifically, the CSP program is designed for service providers who provide and/or resell hosted software services to end-user customers.
The decision follows a nationwide distribution review for the vendor, which only involved the Australian market.
“We’re transforming ourselves in Australia and New Zealand and we’re seeing strong growth across our entire portfolio,” Citrix director of channels Australia and New Zealand, Brian McColm, told ARN.
“Central to this growth is ensuring our channel strategy is aligned to the market and our business. We’re also trying to realise the potential in the SMB and mid-market parts of the industry.
“Partners are going to receive a lot more focus through distribution, alongside great value-added capabilities. We believe this agreement will open up new routes to market and Dicker Data have brought a lot to the table in that respect.”
The new reseller distribution arrangement is effective 21 May, with Dicker Data’s appointment as a CSP distributor effective 23 April.
ARN understands partners in the Citrix ecosystem have been made aware of the changes, with Dicker Data “proactively working” to ensure there is no disruption to the vendor's business during the transition.
“We’re thankful to the Citrix team for placing their confidence in us to execute on their behalf and we’re looking forward to working with the entire Citrix channel to drive growth across the various product portfolios,” Dicker Data chairman and CEO, David Dicker, said.
“I would also like to thank the Dicker Data team for their efforts towards securing this very satisfying outcome.”
Specific only to Australia, the move reflects a similar arrangement in New Zealand, with Dicker Data named as the sole CSP distributor in New Zealand in September 2016.
As reported by sister publication Reseller News, terms of the deal resulted in the distributor taking control of the vendor’s licensing portfolio in New Zealand, blended into its current offerings around software-as-a-service, cloud and subscriptions.
