| Shame On Citrix |
| Tuesday, 08 August 2006 by Michel Roth | |||
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"Citrix Systems' decision to take software subscription renewals direct sends an ominous like-it-or-lump-it signal to its channel partners and customers. This change has nothing to do with customer satisfaction and everything to do with Citrix making what can only be viewed as the first step in a bid to grab business that partners have worked hard to win and nurtured for years. It's also a slap in the face to customers, who are increasingly demanding a single point of contact and view VARs as their outsourced IT departments. What's maddening is that the change does nothing but add additional billing costs onto customers at a time when many are moving to a monthly managed services bill from VARs. CRN Senior Writer Paula Rooney takes a look at the Citrix changes in one of our lead news stories. Citrix, for its part, says resellers are confused about the change. It says the percentage of Subscription Advantage renewal business going though the channel has increased to 65 percent from an average of 25 percent two years ago, and the goal is to level the playing field for partners that truly influence renewals and product sales. " Read more here.
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