New On Board - licensing.arrowecs.atlicensing.arrowecs.at/wp-uploads/2017/11/1-New-On-Board.pdf ·...

© 2017 Citrix | Confidential

New On Board

NOVEMBER 13, 2017


Partner On-Boarding Guide

Citrix Lizenzprogramme

Partner Incentives

Enablement

Zertifizierung

Support und Maintenance

Agenda


•Welche Citrix Lizenzprogramme gibt es

•Wie Sie Geld verdienen können mit Citrix

•Wie Sie sich zertifizieren

•Wie Sie mehr lernen können über die Lösungen von Citrix

Was werden Sie lernen?


New Partner Onboarding Guide

Partner Onboarding Guide

https://citrix.gosavo.com/Document/Document.aspx?id=38732818&view=&srlid=50123799&srisprm=False&sritidx=0&srpgidx=0&srpgsz=25


30,60 and 90 day actions


Citrix Channel Partners

GSI

Alliances

CSA

Distribution

CSP


Citrix Lizenz Programm

Überblick


Endkunden Lizenz Programme

•Commercial Sector: EASY• SMB Kunden

• Keine Kunden Diskounts

•Commercial Sector: ELA Levels 1-7 • Mittel bis Groß-Kunden

• Kunden Diskounts basierend auf Ihre initialen Kauf

• ELA 7 – Benötigt AVP, GEO VP und Finance Controller approval

•Public Sector • Education – nicht öffentliche Bildungsinstitute und Non-Profit Institutions

• GELA – Government Programms EMEA

• GSA – eligible US Government agencies (3rd party Schedule)


•Ein Volumen Lizenz Vereinbarung welches die Beschaffung von Citrix Produkten zu erleichtern

•Benötigt einen minimum Initialkauf

•Stellt einen Diskount, je Level, zur Verfügung für Citrix Produkteund Services

•Laufzeit 3 Jahre mit der Möglichkeit 2 Jahre zu verlängern

Was ist ein Enterprise License Agreement?


•Comerzielle Organisiationen

•Typisch 250+ Mitarbeiter

•Auch Mutter/Tochter Gesellschaften abbildbar

•Regelmäßige Kunden von Citrix Produkten

Für wen ist ein ELA ?


•Online Registrierung via citrix.com/myaccount (kunden oderPartner)

•Initialbestellung welche die minimum Kaufgröße entspricht

•ELA Zuweisung in einem Level (ELA 2-6) und damit Diskount

•ELA Verlängerungen, aber enden nie (ELA 1)

•Diskount kann sich verändern während der Laufzeit

Wie funktioniert ein ELA?


•Ein Volums Lizenz Programm um Beschaffung von Citrix Produkten für Government und Academic Kunden zu erleichtern

•Müssen die Definition von “Government Entity” oder “Academic Entity” erfüllen

•Stellt einen Diskount, je Level, zur Verfügung für Citrix Produkteund Services

•Laufzeit 2 Jahre

Was ist ein Government Enterprise License Agreement?

** Suggested


•Government organization: supranational, national/federal, regional/state/provincial, local/municipal, healthcare, other government organizations.

•Academic Entity means any Government Entity that falls into one of the following categories: schools under exclusive governance of a Governmental Entity and organized and operated exclusively for educational purposes, the district, regional, or state administrative office of the foregoing and libraries.

•Education: The Citrix Education program is also used by non-government funded educational organizations in EMEA and LAC and non-profitorganizations globally (excluding hospitals and health care organizations)

Für wen ist GELA?


•Gleicher Prozess wie bei ELA einziger Unterschied muss vomKunden gemacht werden.

•Es gibt 4 Diskountstufen, mit GELA-1,GELA-2 und GELA-3 fürGovernment Entities und GELA-4 für Academic Entities.

•Während der 2 Jahren Fixlaufzeit kann ein Kunden aber die Stufen aufsteigen wenn er einen entsprechende Bestellungplaziert, welches in dafür qualifiziert

Wie funktioniert ein GELA?

** Suggested


•Eine Organisation kann nur einen aktiven Public Sector agreement besitzen, zb.: kein aktives Education agreement und aktives GELA agreement gleichzeitig.

•Töchter müssen Ihren eigenen GELA anstreben keine Affiliates

Spezifische Einschränkungen bei GELA


ELA Übersicht – EMEA

Citrix Enterprise License AgreementLevel 1 2 3 4 5 6 7Suggested End User Discount

0% 25% 30% 35% 40% 45%

Cu

sto

m A

gre

em

en

tG

EOV

P &

Co

ntr

olle

r A

pp

rova

l Re

qu

ire

d

Initial Order* (SRP)

NA

$150K* $300K $600K $1M $1.5M

Renewal Order (SRP) $75K $150K $300K $500K $750K

PlusOne Upgrade(to next level, SRP)

$225K $450K $650K $875K NA

Initial Term 3 Years 3 Years 3 Years 3 Years 3 Years

Renewal Term 2 Years 2 Years 2 Years 2 Years 2 Years

* Eastern Europe, Italy & Austria – ELA-2 Initial Order = $80K


GELA Übersicht – EMEA

Citrix Gouverment Enterprise License AgreementLevel 0 1 2 3 4 5Suggested End User Discount

0% 40% 45% 50% 50%

Cu

sto

m A

gre

em

en

tG

EOV

P &

Co

ntr

olle

r A

pp

rova

l Re

qu

ire

d

Initial Order* (SRP)

NA

$10K $250K $500K $2K

Renewal Order (SRP) $5k $125K $250K $1K

PlusOne Upgrade(to next level, SRP)

n/a n/a n/a N/a

Initial Term 3 Years 3 Years 3 Years 3 Years

Renewal Term 2 Years 2 Years 2 Years 2 Years


Partner Incentives


Upfront Discounts: Key Eligibility Criteria (see Program Rules for Details)

Opportunity Registration Net New Partner SourcedSpecialist CAR Plus

(CSA Specialists Only)

Fulfillment Must be fulfilling Partner Must be fulfilling Partner Must be fulfilling Partner

Certification Networking certification required One core product certification required One Specialization required

Licensing All except ELA 7 and GELA 5 All except ELA 7 and GELA 5 All except ELA 7 and GELA 5

Deal Size No minimum required Min $10k USD SRP total order value No minimum

Countries All countries except Japan and Korea Networking products in Japan are ineligible Networking products in Korea are ineligible

Validated by System System and Sales References CAR Validation

EligibleProducts

NetScaler, NS Gateway, SDWan All core Citrix products All core Citrix products

Suggested Discount

See chart below, applied to networking products on the order

7%, applied to core products on the order for which you hold a certification

5%, applied to core products on the order for which you hold a Specialization

All Core Products, Grouped by Specialization

Networking* Virtualization Mobility

NetScaler

NetScaler GatewaySD-WAN

XenApp

XenDesktop

Citrix Workspace Suite

Citrix Cloud

(other than Lifecycle Manager and Secure Documents)

XenMobile

ShareFile

Citrix Cloud

Secure Documents

*Either Networking for Data Center or Networking for Apps and Mobility Security

Opportunity Registration Suggested Discounts

Partner

Type/Level

Easy,

ELA 1, GELA 0

ELA 2-6,

Education

GELA

1-4

All 10% 8% 5%


Backend Rebates: Key Eligibility Criteria (see Program Rules for Details)

CAR (Citrix Advisor Rewards)Specialist CAR Bonus(CSA Specialists Only)

Fulfillment Not required to be fulfilling Partner Not required to be fulfilling Partner

Certification One core product certification required One Specialization required

Licensing All Including ELA-7 and GELA-5 All Including ELA-7 and GELA-5

Deal SizeGlobal: $10,000 USD SRP total order value min

USA SMB, Canada, LAC: $2,500 USD SRPAPAC only: $200,000 USD SRP total order value max

References CAR threshold

Countries Not available on networking products in Japan or Korea Not available on networking products in Japan or Korea

Validated by Sales References CAR validation

Eligible Products All core Citrix products All core Citrix products

RebatePlease see chart below, applied to core products on the order for which you hold a certification

50% uplift on CAR

*Either Networking for Data Center or Networking for Apps and Mobility Security

CAR Discounts

Partner Type/LevelEasy,

ELA 1, GELA 0ELA 2-6,

Education, GELA 1-4

CSA Platinum 10% 8%

CSA Gold, SI, ISV 8% 6%

CSA Partner 6% 4%

All Core Products, Grouped by Specialization

Networking* Virtualization Mobility

NetScaler

NetScaler GatewaySD-WAN

XenApp

XenDesktop

Citrix Workspace Suite

Citrix Cloud

(other than Lifecycle Manager and Secure Documents)

XenMobile

ShareFile

Citrix Cloud

Secure Documents


Partner Incentives

Up

fro

nt

Bac

ken

d 10%

10%

CAR

Specialist CAR Bonus

Opportunity RegistrationFor Networking

Specialist CAR Plus

5%

10%

10%

5%

7%Net New Partner Sourced

Certified Specialized

7%

22%Up to

15%Up to

Greater Profits


Enablement


Partner Central – A great place to start!

•Partners & Mitarbeiter

•Programm, Training, LizenzVerkauf, Support Informationen

•Hauptverbindungspunkt, welcherzu anderen dezidierten Seiten verbindet

citrix.com/partnercentral


Enablement.Citrix.Com – Kostenfreie Training für Partner

•Partners & Mitarbeiter

•>350 Vertriebs & Pre-sales technische Kurse

•On-demand (video) & Onsite Kurse

•Neu Rolen basieren (Q4 2016)

• virtuelle Labs

•Distributor Trainings


Training.Citrix.Com

•Kunden + Partner Training

•Kaufbare Kurs

•Durchgeführt von CALCs

•Virtual Labs

•CCSP, Specialist Praktikum, Zertifizierungsvorbereitung


SalesIQ – Sales Collateral Store

•Mitarbeiter & Partner

• Laufend upgedated

•Verfolgen sie was is brauchenund erhalten Sie Informationenwenn diese upgedatetwurdenCitrix Story

•Mid-Market Success kits

•Verkauf in Verticals (Gesundheit, Finanz usw..)

•Partner Produkt Guides


Channel Update – Monthly Channel Webinar

• Programs, promos, products, tools updates

• 11AM CET Every 2nd Tuesday of the month

• Live Q+A

• >5200 partner subscribers

• Subscribers receive link to recording, also on SalesIQ

https://www.citrix.com/events/partners/citrix-channel-update-emea.html

Zertifizierung


http://training.citrix.com/cms/education/certification/

Certification Levels


Invest & Earn

https://www.citrix.com/partnercentral/my-partnership/benefits-and-programs/citrix-solution-advisor-program-material/authorization-and-compliance.html



Certifications needed to become a Specialist

https://citrix.gosavo.com/CustomPage/View.aspx?id=36312997


Support und Maintenance


Customer Success Services

Select Priority Priority Plus

24-Hour, 365-Day Award-Winning Support

Personalized and ProactiveSupport to Optimize Enterprise

Solutions

Personalized and Preventative Support to Optimize

Mission-Critical Solutions

• 24x7x365 unlimited cases• Fastest response times in the Industry• Configuration & Installation Support• Live Chat, Acceleration & Automation

Tools, Training, and other exclusive value-added features

• Assigned Account Manager & Technical Specialist(s)

• Priority Queue• Critical Situation Management• Remote Monitoring

• Customized service• Highest priority queue• Fastest restoration targets• Remote Monitoring with

Preventative Care

http://enablement.citrix.com/library/items/824

Partner FAQ

https://citrix.gosavo.com/Document/Document.aspx?id=40952347&view=&srlid=50210322&srisprm=False&sritidx=3&srpgidx=0&srpgsz=25


Select FeaturesSubscription Advantage

(Ending 2017)Legacy

(Ended 2012)Software Maintenance

(Ended 2016)Select

Required purchase with all software products (one-year subscription)

Yes, for all software products except XenApp & XenDesktop

Not requiredYes, for all software products except XenApp & XenDesktop

Yes, for all software products

Software updates No

Long Term Service Release options No

Anytime, unlimited technical supportLimited –

24x7x365 (Preferred & Extended)

Technical support coverage hours Limited Worldwide 24x7x365 Worldwide 24x7x365

Best-in-class response times 1-hour 1-hour Less than 30 minutes

Number of admin contacts Limited Unlimited Unlimited

Support type Reactive Reactive Proactive

Languages supported 8 8

Supportability pack

Invitation to TechEdge training event

All-access eLearning subscription

Configuration and installation assistance

Premium Knowledge Center

Guided support

System monitoring

Proactive call home

Live chat

Cloud Services to accelerate and automate version migrations

Citrix App Layering

Workspace Environment Management

Date post:	18-Nov-2019
Category:	Documents
Upload:	others
View:	3 times
Download:	0 times