The Dell-Citrix Alliance is a Win-Win for Channel Partners

SHARE:
Copied!

Dell has a long history of working closely with partners to deliver comprehensive solutions that work “better together” for our customers. Our team has worked closely with Citrix for over 20 years, and through thousands of hours of joint engineering work, Dell and Citrix have architected a wide range of solutions to support customers’ desktop virtualization ambitions.

At Citrix Summit 2015, we’ve been talking with our channel partners to hear about how we can support them as trusted advisors to their customers.

Jeff McNaught chats with Eugene Alfaro, CTO and board member of Cornerstone Technologies, a Dell and Citrix partner

Dell’s partner event at Summit this year was a packed house! I had an opportunity to interview a panel of experts including Gunnar Berger, CTO of Citrix Desktop Applications Group, Randy Lewis, senior director of business development and sales at NVIDIA, and Eugene Alfaro (pictured above), CTO and board member of Cornerstone Technologies, a Dell and Citrix partner.

We also heard a great strategy update from Jeff Thibeault, senior manager of North America cloud client-computing channel sales at Dell. It was a lively exchange of ideas with the audience of 70 partners providing their perspective, posing questions, and sharing knowledge.

One message we continue to hear loud and clear: it’s essential that our channel partners are equipped with the knowledge and skillset to help sell, deploy, and support the end-to-end solutions we develop. The Dell Cloud Client-Computing team is laser-focused on providing partners with comprehensive end-to-end solutions that they can take to customers, as well as world-class training and enablement via the Desktop Virtualization Solutions Competency, a simplified program and engagement model to streamline their business interactions with Dell.

Dell’s Desktop Virtualization Solutions Competency now features courses specifically designed to train partners on the sales and technical benefits of joint Dell and Citrix solutions for desktop virtualization. Since streamlining and updating the Desktop Virtualization Competency training and requirements, Dell has seen more than 30 percent increase in the past year in the number of Dell partners who have completed the competency globally.

We’ve also recently introduced the Dell Citrix Campaign-in-a-Box to provide our partners with the tools they need.  Developed in conjunction with Citrix, the site contains valuable sales enablement materials like call scripts and product guides, as well as demand generation materials for partners that can be co-branded with their own logos, images, and copy, allowing partners to create their own customized demand generation campaign around Dell and Citrix solutions.

We’ve also developed innovative sales tools like the Cloud Client-Computing Partner Advisor to help reduce sales cycles by allowing partners to size and configure customized Citrix solutions based on proven Dell reference architectures in a matter of minutes through an easy-to-navigate, web-based tool. The resulting output lists all of the required datacenter hardware, end points, and software needed to deploy the solution.

Finally, we added new ready-to-use VDI templates in the PartnerDirect Online Solutions Configurator tool for Wyse Datacenter XC Appliances for Citrix XenDesktop. This allows partners to easily create and customize a web-Scale converged appliance VDI solution through a unique and simple self-service online portal.

With the deep-rooted Dell and Citrix collaboration, everybody wins.

Continue Reading
Would you like to read more like this?

Related Posts

Dell Technologies at SXSW 2019

Dell Technologies had a strong presence at SXSW this past week. THE EXPERIENCE by Dell Technologies hosted a variety of interactive discussions, learning sessions, live tech demos and epic entertainment … READ MORE

Conner Adams March 22, 2019

Stories from Sundance 2019

Every year, the Sundance Film Festival brings thousands of filmmakers from all over the world to Park City, Utah, and gives them the opportunity to share their work and celebrate … READ MORE

Tom Tobul March 6, 2019

Empowering Women in Tech Summit 2018

The Perspektywy ‘Women in Tech Summit’ in Warsaw hosted several technology companies, including Dell EMC. These companies, as partners in the conference, brought together some of the most dedicated female … READ MORE

Marta Sieron February 15, 2019
Click to Load More
All comments are moderated. Unrelated comments or requests for service will not be published, nor will any content deemed inappropriate, including but not limited to promotional and offensive comments. Please post your technical questions in the Support Forums or for customer service and technical support contact Dell Support.