1. Introducing the new Citrix Solution Advisor Program
SUM134
Katie Lochrie
Senior Manager, WW Channels
January 13, 2015

2. Welcome to SUM134, Introducing our new CSA program
Welcome to SUM134, Introducing our new CSA program. My name is Katie Lochrie, and I work on our Worldwide Channels team.
Congratulations, you have taken your very first step by joining this session today. You ask…first step towards what?

3. Your first step towards increasing differentiation for your organization. In today’s competitive environment, we need to add greater value and stand out from competitors and generalists in our to delight our customers.
Differentiation

4. The New CSA program puts demonstrated competency at its core to differentiate, promote, and reward invested partners.
Today we’ve announced our new CSA program built on expertise held by our partners.

5. In today’s session, I’m going to show you how to step up in our new program and will explain why this matters to your organization and why it will be helpful to our end user prospects and customers.

6. New CSA Program
A significant update to the CSA Program with demonstrated competency as its cornerstone.
Specific elements include:
Simplified certification requirements
Adjusted revenue requirements
Specialist designation for completion of advanced requirements
New incremental incentives tied to Specialist
The new CSA program moves away from a volume model of stacking up a quantity of certifications of any type, and revenue.
We’ve simplified the certification requirements and have aligned them by products and solutions.
We’ve adjusted annual revenue thresholds in recognition of value added services.
We’re branding Specialist as the badge our most skilled and commited parnters hold.
We’re adding incremental incentives for Specialist, on top of standard incentives for holding certifications.

7. Specialists
Why Specialists…what’s the big deal? Specialists are experts in a particular subject matter, are highly qualified in a specific field. They have studied extensively in their field and have hands on experience. We see Specialists of all types in our day to day lives.
I’ll use a personal example of how a Specialist in medicine made a difference in my life. I was enjoying the last day of a week long ski trip in Utah. Suddenly, I took a hard fall and seriously injured my knee. I was not able to walk and went to a specialist. He was not only an orthopedic surgeon, but one that specialized in knee injuries. He reviewed my condition, asked questions about my overall lifestyle, and developed a custom recovery path specific to me and my needs. My recovery would not have been the same if I had only gone to a generalist.

8. Specialists Deliver Extra Value
Simplified selection process
Confidence in partner execution skills
Faster time to value
Customer
Market differentiation
Vendor recognition / endorsement
Incremental rewards
Partner
Specialists make a difference to the end customer and to us at Citrix , as the vendor.
It provides the customer and our own field sales teams with easier identification of the best partner by solution type.
In turn, this gives the customer greater confidence and faster time to value and greater overall experience with their Citrix investments.
Objective identification of demonstrated value
Increased sales trust
Improved field sales alignment
Vendor

9. Networking Data Center
Citrix Specialist
Creating Business Ready Workspaces
Mobility
Management
Networking
Apps & Mobile Security
Networking Data Center
Virtualization
XenApp
XenDesktop
Workspace Suite
NetScaler
CloudBridge
XenMobile
ShareFile
Core
Elective
We are announcing four Specialist Specializations, three core tracks and one elective track.
Virtualization, for windows app delivery.
Networking for Data Center, for xxxxxx need to add more notes here / one liners/tag lines for each track.

10. Why should my organization Specialize?

11. 50% MORE
Financial Reward
CAR Plus 5% Upfront
CAR Bonus 50% Rebate

12. 22% 33% + 50% More Profit Certified Specialist 12% 10% 50% 5%
Incentive
Advisor Rewards
Value
Opportunity Registration
12%
10%
Incentive
Specialist CAR Bonus
Value
Specialist CAR Plus
50% 5% +

13. Exclusive Access To Citrix Services Content
Practice Development
CCS Best Practice
Service templates

14. Services Center Access to exclusive services best practices content
Citrix Pre-sales enablement (product specific data sheets)
Consulting Services Catalog
Repository of latest business and technical product updates
Project templates and implementation guides
Build a stronger Citrix services practice with access to a repository of the latest information, best practices and templates from Citrix Consulting Services. Take the guess work out Citrix technical documentation.
Citrix Troubleshooting Workflow

15. Differentiation Stand out from the crowd with proven customer success
Trust and engagement with Citrix sales team, field sales alignment
Branding as partner with highest expertise in technology category
Easier identification to Citrix field sales for greater alignment and opportunity.
Highest ranking on Partner Locator with priority lead routing to Specialists.

16. Delight customers
Provide customers the best experience and enable them to benefit the most from their investment in mobile workspaces.

17. How does Specialist fit into CSA Program?

18. The New CSA Program Structure
2 Specializations + annual revenue goal
Platinum
1 Specialization (optional) + / or annual revenue goal
Gold
Program Registration Specialization optional
Partner

19. Gold and Platinum Partners have until Dec 31st 2016 to move to the new program Silver and New Partners will be migrated to the new program immediately

21. What are the steps to becoming a Specialist?

22. The Latest Technical Certifications
Most advanced technical certifications available by Specialist Track

23. Technical Certifications
Virtualization
CCE-V
Certifications have been aligned for each specialization category
Mobility Management
CCP-M
These technical certifications test the skill set and knowledge needed to implement the solutions and are aligned by Specialist category.
In Developed countries, we require three (3) certifications by category, in Developing countries, we require two (2) certifications by category.
Networking for Apps & Mobile Security
CCA-N
Networking for Data Center
CCP-N

24. Best Practice E-Learnings
Certificate of completion in Citrix Best Practices
Leveraging Citrix Sales Tools and Demos
Thinking like a Citrix Support Engineer
These E Learnings cover Citrix best practices in sales demos and solution selling, services and technical support.
In Developed countries, we require three (3) certifications by category, in Developing countries, we require two (2) certifications by category.
Citrix Consulting Methodologies
Citrix Certified Sales Specialist

25. “Citrix Services Best Practices” E-learning…
Log into the E Learning course through Partner Central
Complete online course
Complete the “Test your Citrix Knowledge” at end of each course
Receive Certificate of Completion

26. A simple and intuitive tool
Customer Validations
A simple and intuitive tool
Collect, verify and track customer satisfaction of services implementation projects
Leverage the data for Citrix Specialist and Partner Locator

27. Customer Validations, Requiring Customer Response
Log into tool through Partner Central, complete short survey regarding the services project.
Complete project information
Click “submit” in order for the project details to be automatically ed to the customer.
is sent to customer
Follow up with the customer to confirm they have completed their end of the survey.
Ensure customer response received

28. Demonstrate design and implementation competency
Specialist Practicum
Demonstrate design and implementation competency
Practicum tests skills specific to each solution:
Design, Deployment, Management
Certified individuals will build an environment with defined requirements in alignment with Citrix leading practices, related to Specialist competency.

29. Complete a Practicum Demonstrate design and implementation competency
Ensure prerequisite certifications in place
Register
Obtain Case Study SOW with lab credentials
Onboard
Practicum for Virtualization
Practicum for Networking
Practicum for Mobile Management
Test
Successfully complete Case Study SOW
Receive Passing grade

30. Citrix Specialist Categories
Virtualization
Networking
Mobility Management
Requirements
CCA - N
Customer Validations
eLearning Certificates
Practicum
Financial Benefits
CAR Plus 5%
CAR Bonus 50%
Partner Focus
Virtualization & Mobility
Networking as attach
Sales motion
Security
GSLB / Performance
Networking
Apps & Mobile Security
Requirements
CCP - N
Customer Validations
eLearning Certificates
Practicum
Financial Benefits
CAR Plus 5%
CAR Bonus 50%
Partner Focus
Pure Play Networking
ADC Market
Sales motion
Data Center
Web and WAN
Networking

31. Citrix Specialist Categories
Virtualization
Networking
Mobility Management
Requirements
CCE - V
Customer Validations
eLearning Certificates
Practicum
Financial Benefits
CAR Plus 5%
CAR Bonus 50%
Partner Focus
Desktop & App Virtualization
Product Focus
XenDesktop
XenApp
Workspace Suite
Sales Motion
Security
BYO
Consolidation
Flex Work/Remote/Branch Offices, Business Continuity

32. Citrix Specialist Categories
Virtualization
Networking
Mobility Management
Requirements
CCP - M
Customer Validations
eLearning Certificates
Practicum
Financial Benefits
CAR Plus 5%
CAR Bonus 50%
Partner Focus
Data Security, Compliance, Enterprise Architecture
Product Focus
XenMobile
ShareFile
Sales Motion
Security
BYO

33. Stepping up to Specialist
The latest in certifications…
“Citrix Services Best Practices” E-Learning…
“Customer Validations”
Practicum to demonstrate competency…
Four steps to becoming Specialized – certs, E-Learnings, Customer Validations and finally, a Practicum.

34. Summary of Citrix Specialist
In a quick snapshot, here’s a summary of Specialist requirements, tracks and benefits.

35. New Citrix Solution Advisor: 2015 Program
The more you do, the more you earn. Specializations help you grow in program tiers and also provide approximately 30% lower revenue requirements for Golds and Platinums.
*Note: Existing platinum and gold partners have a two-year transition period.

36. How do I know my company’s Specialist status?

37. Specialist Progress Manager
Access via Partner Central > Training & Certifications
Obtain and track current status for:
Technical Certifications
E-Learnings
Customer Validations
Practicums
Receive alerts and updates and automated s
Specialist Progress Manager
The Specialist Progress Manager is a new tool, accessible via Partner Central. This tool will show you your company’s status towards each of the four (4) Specialist tracks, and will show you what requirements you hold. This way, you can determine the requirements you need to earn and set a plan. It’s a one stop shop for your Specialist status.

38. Review of Specialist Benefits
Incremental incentives, exclusive content
50% MORE
Financial benefits –
Unique Brand – Specialist Logo
Market Promotion
Recognition of Expertise and Experience
Updated Partner Locator with Priority ranking
Exclusive Practice Development content
A quick review of the benefits for partners that earn Specializations.

39. Stepping up and showcasing your Citrix expertise has never been more worthwhile.

40. Interested?
1.) Visit us in the Citrix Booth Experience: Specialist Demos Stations to learn more with chances to win prizes
Demo Stations #21 – 24
2.) Log into Specialist Progress Manager and develop your plan
3.) Leverage all the resources
Partner Central and SalesIQ

41. Enjoy the journey.

42. Rate this session in the mobile app
Before you leave…
Conference surveys are available online for employees at starting Friday, January 16 at 9 a.m. PT
Download presentations starting January 26 from the Citrix Sales IQ tool
Rate this session in the mobile app

44. APPENDIX

45. Americas Requirements

46. Summary of Specialist Requirements & Benefits for Developed Countries (Brazil, Canada, USA)
Categories
Technical
Requirements
Best Practice
Certificates
Customer
Validations
Virtualization
> 3 CCE
> 1 Practicum
> 3 Citrix
Best Practices
E-learning
> 3
Networking
App & Mobile
Security
> 3 CCA
Data Center
> 3 CCP
Mobile
Management
High level view of benefits and requirements for Specialist program.
Developed Countries: USA, Canada, Brazil, Germany, UK, France, Netherlands, Russia
Developing Countries: All other countries

47. E-Learning Certificates
Summary of Specialist Requirements & Benefits for Developing Countries (all countries in AMS Area excluding Brazil, Canada, USA)
Specialist
Categories
Technical
Certifications
Best Practice
E-Learning Certificates
Customer
Validations
Virtualization
> 2 CCE
> 1 Practicum
> 2 Citrix Best Practices
E-learning
> 3
Networking
App & Mobile
Security
> 2 CCA
> 2 Citrix Best Practices
Data Center
> 2 CCP
> 2 Citri xBest Practices
Mobile
Management
High level view of benefits and requirements for Specialist program.
Developed Countries: USA, Canada, Brazil, Germany, UK, France, Netherlands, Russia
Developing Countries: All other countries

48. Americas Markets updated CSA Compliance
Platinum
Gold
Partner
Developed
Group 1 -USA
2 Specializations (one core min ) + $2.5M
1 core Specialization + $500K or $850K
none
Group 2 - Brazil, Canada
2 Specializations (one core min ) + $1.2M
1 core Specialization + $300K or $450K
Developing
Group 3 - Mexico
2 Specializations (one core min ) + $800K
1 core Specialization + $200K or $300K
Group 4 - all others
2 Specializations (one core min ) + $500K
1 core Specialization + $100K or $200K

49. EMEA Requirements

50. > 3 Citrix Best Practices
Summary of Specialist Requirements & Benefits for Developed Countries (Germany, France, Netherlands, UK, Russia)
Specialist
Categories
Technical
Requirements
Best Practice
Certificates
Customer
Validations
Virtualization
> 3 CCE
> 1 Practicum
> 3 Citrix Best Practices
E-learning
> 3
Networking
App & Mobile
Security
> 3 CCA
Data Center
> 3 CCP
Mobile
Management
High level view of benefits and requirements for Specialist program.
Developed Countries: USA, Canada, Brazil, Germany, UK, France, Netherlands, Russia
Developing Countries: All other countries

51. E-Learning Certificates
Summary of Specialist Requirements & Benefits for Developing Countries (all countries in EMEA region excluding Germany, France, Netherlands, UK, Russia)
Specialist
Categories
Technical
Certifications
Best Practice
E-Learning Certificates
Customer
Validations
Virtualization
> 2 CCE
> 1 Practicum
> 2 Citrix Best Practices
E-learning
> 3
Networking
App & Mobile
Security
> 2 CCA
> 2 Citrix Best Practices
Data Center
> 2 CCP
Mobile
Management
High level view of benefits and requirements for Specialist program.
Developed Countries: USA, Canada, Brazil, Germany, UK, France, Netherlands, Russia
Developing Countries: All other countries

52. EMEA Markets updated CSA compliance
Platinum
Gold
Partner
Group 1 - Germany, UK
2 Specializations (one core min ) + $2.5M
1 core Specialization + $400K or $850K
none
Group 2 - France, Netherlands, Russia
2 Specializations (one core min ) + $1.2M
1 core Specialization + $300K or $450K
Group 3 - Austria,Belgium, Denmark, Italy, Norway, Spain, Sweden, Switzerland, United Arab Emirates
2 Specializations (one core min ) + $800K
1 core Specialization + $200K or $300K
Group 4: All others
2 Specializations (one core min ) + $500K
1 core Specialization + $100K or $200K

53. APAC Requirements

54. E-Learning Certificates
Summary of Specialist Requirements & Benefits for Developing Countries (all countries in APAC)
Specialist
Categories
Technical
Certifications
Best Practice
E-Learning Certificates
Customer
Validations
Virtualization
> 2 CCE
> 1 Practicum
> 2 Citrix Best Practices
E-learning
> 3
Networking
App & Mobile
Security
> 2 CCA
> 2 Citrix
Best Practices
Data Center
> 2 CCP
Mobile
Management
High level view of benefits and requirements for Specialist program.
Developed Countries: USA, Canada, Brazil, Germany, UK, France, Netherlands, Russia
Developing Countries: All other countries

55. APAC Markets updated CSA Compliance
Platinum
Gold
Partner
Australia
2 Specializations (one core min ) + $800K
1 core Specialization + $200K or $300K
$10K
All others
2 Specializations (one core min ) + $500K
1 core Specialization + $100K or $200K