New On Board - licensing.arrowecs.atlicensing.arrowecs.at/wp-uploads/2017/11/1-New-On-Board.pdf ·...
Transcript of New On Board - licensing.arrowecs.atlicensing.arrowecs.at/wp-uploads/2017/11/1-New-On-Board.pdf ·...
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© 2017 Citrix | Confidential
New On Board
NOVEMBER 13, 2017
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© 2017 Citrix | Confidential
Partner On-Boarding Guide
Citrix Lizenzprogramme
Partner Incentives
Enablement
Zertifizierung
Support und Maintenance
Agenda
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© 2017 Citrix | Confidential
•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?
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© 2017 Citrix | Confidential
New Partner Onboarding Guide
Partner Onboarding Guide
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© 2017 Citrix | Confidential
30,60 and 90 day actions
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© 2017 Citrix | Confidential
Citrix Channel Partners
GSI
Alliances
CSA
Distribution
CSP
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© 2017 Citrix | Confidential
Citrix Lizenz Programm
Überblick
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© 2017 Citrix | Confidential
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)
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© 2017 Citrix | Confidential
•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?
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© 2017 Citrix | Confidential
•Comerzielle Organisiationen
•Typisch 250+ Mitarbeiter
•Auch Mutter/Tochter Gesellschaften abbildbar
•Regelmäßige Kunden von Citrix Produkten
Für wen ist ein ELA ?
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© 2017 Citrix | Confidential
•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?
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© 2017 Citrix | Confidential
•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
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© 2017 Citrix | Confidential
•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?
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© 2017 Citrix | Confidential
•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
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© 2017 Citrix | Confidential
•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
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© 2017 Citrix | Confidential
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
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© 2017 Citrix | Confidential
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
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© 2017 Citrix | Confidential
Partner Incentives
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© 2017 Citrix | Confidential
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%
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© 2017 Citrix | Confidential
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
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© 2017 Citrix | Confidential
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
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© 2017 Citrix | Confidential
Enablement
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© 2017 Citrix | Confidential
Partner Central – A great place to start!
•Partners & Mitarbeiter
•Programm, Training, LizenzVerkauf, Support Informationen
•Hauptverbindungspunkt, welcherzu anderen dezidierten Seiten verbindet
citrix.com/partnercentral
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© 2017 Citrix | Confidential
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
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© 2017 Citrix | Confidential
Training.Citrix.Com
•Kunden + Partner Training
•Kaufbare Kurs
•Durchgeführt von CALCs
•Virtual Labs
•CCSP, Specialist Praktikum, Zertifizierungsvorbereitung
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© 2017 Citrix | Confidential
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
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© 2017 Citrix | Confidential
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
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Zertifizierung
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© 2017 Citrix | Confidential
http://training.citrix.com/cms/education/certification/
Certification Levels
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© 2017 Citrix | Confidential
Invest & Earn
https://www.citrix.com/partnercentral/my-partnership/benefits-and-programs/citrix-solution-advisor-program-material/authorization-and-compliance.html
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© 2017 Citrix | Confidential
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© 2017 Citrix | Confidential
Certifications needed to become a Specialist
https://citrix.gosavo.com/CustomPage/View.aspx?id=36312997
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© 2017 Citrix | Confidential
Support und Maintenance
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© 2017 Citrix | Confidential
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
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© 2017 Citrix | Confidential
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