Citrix Solution Advisor Program Guide

Welcome

Welcome to the Citrix® Solution Advisor (CSA) program! The benefits of the CSA program are

among one of the best in the industry, offering the products and solutions your customers need

and the training, support, tools and revenue opportunities you want.

This program guide is your one-stop resource for the key program details, partner benefits, and

compliance requirements associated with the program. The most successful Citrix Solution

Advisors utilize the tools and information included in this document.

If you have any questions, comments, concerns, or suggestions, reach out to your local

Channel team: https://www.citrix.com/contact/partner.html.

Thank you for partnering with us. We look forward to working with you on building a

great partnership and providing the best solutions and support for every customer.

This document to be read in conjunction with the Citrix Solution Advisor Agreement as entered into between Citrix and the company becoming a Citrix Solution Advisor (“CSA”).

If any part of this Program Guide conflicts with the terms in the CSA Agreement, the terms of this Program Guide take precedence.

This Program Guide may also be referred to as a Citrix Solution Advisor Program Guide or a CSA Program Guide. Similarly, the program may be referred to as the Citrix Solution Advisor Program or the CSA Program.

This Program Guide comes into effect as of the Effective Date. It replaces all prior versions of the Program Guide. Citrix may announce changes at any time to this Program, which are captured in the Program Guide, including but not limited to changes to benefits and requirements, introduction of new product lines, and changes to product categorization. Such changes to the Program as set forth in the Program Guide take effect thirty (30) days from the date of the announcement. The current version of the Program Guide is located at https://www.citrix.com/partnercentral/my-partnership/benefits-and-programs/citrix-solution-advisor-program-material.html.

The only binding part of this Program Guide is the content actually set forth in this document and not the content contained in any of the links.

Program Guide last updated May 2, 2018

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Contents

WELCOME .........................................................................................................................................1

PROGRAM OVERVIEW AND UNIQUE BENEFITS ...................................................................................4

PROGRAM OVERVIEW .................................................................................................................................... 4

Introduction ........................................................................................................................................... 4

Membership Period ............................................................................................................................... 4

Membership Levels................................................................................................................................ 4

For Your Customers: Resell through Distribution Any Available Citrix Offering .................................... 5

For Your Own Business: Procure Services Directly from Citrix............................................................... 7

SUMMARY OF CSA PROGRAM BENEFITS ........................................................................................................... 8

CSA PROGRAM BENEFITS DETAIL ................................................................................................................... 10

Spark ................................................................................................................................................... 10

Drive .................................................................................................................................................... 10

Accelerate ........................................................................................................................................... 10

Specialist Incentives ............................................................................................................................ 11

Sales Leads from Marketing Campaigns ............................................................................................. 11

Channel Marketing Funds ................................................................................................................... 11

Technical Support ................................................................................................................................ 11

Partner Licensing Program ................................................................................................................ 12

ADDITIONAL CITRIX PARTNER BENEFITS ........................................................................................... 14

SUMMARY OF ADDITIONAL BENEFITS .............................................................................................................. 14

PROGRAM BENEFITS DETAIL .......................................................................................................................... 15

Partner Central ................................................................................................................................... 15

SalesIQ ................................................................................................................................................ 15

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MarketingIQ ....................................................................................................................................... 16

Partner Communications ................................................................................................................... 16

Partner Locator Listing ....................................................................................................................... 17

Partner Badge and Citrix Logo ........................................................................................................... 17

Live Events (e.g., Synergy, Summit, Instructor-Led Training)........................................................... 17

On-Demand Training Courses and Materials .................................................................................... 18

Available Certifications ....................................................................................................................... 19

Demo Center ....................................................................................................................................... 19

Apply for Citrix Technology Professionals Program.......................................................................... 20

Partner Dashboard .............................................................................................................................. 20

CSA PROGRAM REQUIREMENTS ....................................................................................................... 21

Program Level Requirements .............................................................................................................. 21

Annual Sales Revenue Requirement .................................................................................................... 21

Additional Requirements ..................................................................................................................... 24

Membership Renewals ........................................................................................................................ 24

Reinstating Program Membership ...................................................................................................... 25

Compliance .......................................................................................................................................... 25

CSA Order Requirement (for CSAs in Mainland China only) ................................................................ 26

CITRIX SPECIALIZATION .................................................................................................................... 27

CITRIX SPECIALIST PROGRAM OVERVIEW ......................................................................................................... 27

HOW TO BECOME A SPECIALIST ..................................................................................................................... 30

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Program Overview and Unique Benefits

Program Overview

Introduction

As a Citrix® Solution Advisor (CSA), you act as a trusted advisor in planning and building

desktop and application virtualization, networking, enterprise mobility and cloud solutions for

your customers. To support you, Citrix offers a robust set of resources to help maximize your

business opportunity, along with the full portfolio of market-leading Citrix products to help you

gain competitive advantage and reach new markets.

As a CSA, you also have the opportunity to stand out from the competition by becoming a Citrix

Specialist in Virtualization, Mobility Management, Networking for Apps and Mobile Security,

and/or Networking for Data Center. As a Specialist, you can earn additional benefits on

qualifying products under the Citrix Ultimate Rewards Program, priority ranking in Partner

Locator, exclusive access to the Citrix Services Center, Specialist branding, and targeted

content on social media. Please see the Specialist Program Guide for additional information.

Membership Period

Your CSA membership period is based on your program membership start date and end date.

Your start date is based on when you accept the CSA Agreement. Citrix will adjust your end

date to be December 31 of the following year, aligning with our fiscal calendar year. Your

membership start date and end date can be accessed via the Update Locations, Contacts,

and Memberships tool.

Membership Levels

The Citrix Solution Advisor program has three membership levels:

1. Silver: any partner who wants to sell Citrix solutions

2. Gold: partners demonstrating a high level of expertise and commitment to at least one Citrix

technology category as part of a growing, dedicated Citrix practice

3. Platinum: partners with well-established Citrix practices who are committed to working

closely with Citrix field representatives on sales, implementation, and consulting

engagements. Have demonstrated by way of a Specialization the highest level of

competency in a minimum of two Citrix technology categories.

Membership level status is granted to the main company headquarters within a specific country.

Locations within the same country may contribute to the company headquarters requirements

and can enjoy the same benefits, including marketing themselves at the highest level achieved.

Certified individuals must be linked to their partner organization via My Certification Manager to

contribute towards requirements.

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EMEA only: If you are a Platinum Specialist based in EMEA with 100% ownership of affiliate1

offices in multiple EMEA countries, you can submit a request for Citrix to elevate your other

EMEA offices from Gold Specialist to Platinum Specialist. This level upgrade will simplify the

process of doing business with Citrix across country borders, and Platinum incentives will be

extended across countries. It is required that you hold Platinum Specialist level in at least one

EMEA country location and hold Gold Specialist level in any other EMEA country location where

you are requesting a level upgrade. Contact EMEA Partner Operations for more information on

initiating the level upgrade process.

Citrix proactively reviews partner performance on a quarterly basis to determine which partners

are eligible to be upgraded to a higher membership level. Your organization’s certification status

can be monitored via Partner Certification Manager, and standard Certification Policies apply.

See Product Authorization and Compliance for more information.

Upon meeting the requirements to upgrade your membership level, Citrix will automatically

approve the renewal of your membership at the new level and extend your membership to

December 31 of the following year. Membership level changes will take effect no later than

thirty (30) days after the communication from Citrix that the level change has been approved.

Please note: New level benefits are not retroactive and are effective upon membership update

by Citrix.

While there are costs associated with some requirements, there are also significant advantages

associated with reaching higher levels of the program. At any time during your membership

period, you may request a review if you believe you have met the requirements to upgrade your

membership level. Review requests may be sent to your local Channel team:

Americas: AmericasChannelOperations@citrix.com

APAC: APACPartnerCare@citrix.com

EMEA: PartnerOperationsEMEA@citrix.com

Japan: PartnerProgram@citrix.co.jp

For Your Customers: Resell through Distribution Any Available Citrix Offering

As a CSA, you have the right to resell through an approved local Distributor any Citrix offering

on the Citrix then-current price list within the applicable Territory2 for which you are authorized.

(If you wish to procure products under a monthly subscription-based pricing model, you must

join the Citrix Service Provider program. Please see the Citrix Service Provider page for more

information.)

1 “Affiliate” means any entity that either directly or indirectly controls, is under common control with, or is controlled by

either your company headquarters or Citrix, where “control” means the possession, either directly or indirectly, of the

power to direct the management and policies of such entity through the ownership of voting securities or otherwise.

Citrix may request confirmation in writing regarding the identification of affiliates. 2 Territory is defined within your Agreement. Not all products are available in all territories.

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For purchases sourced through a Citrix authorized distributor, the Citrix authorized distributor

shall determine your pricing, discounting and applicable payment and shipping terms.

North America only: For CSA partners registered in North America (defined as United States,

Canada and Bermuda) partners are requested to select a preferred distributor from whom the

CSA intends to transact the majority of their business (“Preferred Distributor”). For current CSA

partners, the Preferred Distributor selection must be completed by the date indicated by Citrix

via a partner notification, and for newly on boarded CSA partners, selection shall occur at the

time of the CSA application submission. The same Preferred Distributor selection will apply to

all affiliates included under that CSA’s membership. Preferred Distributor selection is valid for

twelve months. CSA may source form any North American Citrix Authorized Distributor and is

not limited to sourcing form the Preferred Distributor.

Your right to resell includes services such as:

Citrix Education: For more information about positioning these services to your

customers, see the Citrix Education Messaging Handbook on the Education Services

page.

Citrix Consulting: Supplement in-house expertise and resources by engaging Citrix

Consulting.

Citrix Customer Success Services and Hardware (Appliance) Maintenance Programs: A

Citrix maintenance program opens the door for you to properly support your customer’s

IT strategy. As maintenance programs reach their expiration date, you can participate in

the customer renewal process:

North America Latin America,

Caribbean

Europe, Middle

East, Africa Asia/Pacific Japan

Customer

renews directly

with Citrix; Citrix

pays the CSA an

agency fee (10%

for Platinum, 7%

for Gold or

Silver)

10% discount

for the CSA that

sold the renewal

CSA discount

needs to be

determined by

Distributor

15% discount

for the CSA that

sold the renewal

20% discount

for the CSA that

sold the renewal

As applicable:

Agency fees are based on the net purchase price after customer contractual discounts have been applied.

Discounts are based on the Citrix then-current regional price list after customer contractual discounts have been applied.

In North America, partners may not receive an agency fee for renewals if the customer is listed on an Enterprise Renewal List (posted on the Maintenance Renewals page.)

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Citrix will notify your nominated contact of all upcoming renewals that are going to occur

within the next 90 days. Citrix will also remind your customers by email about their

upcoming renewal several times prior to their renewal expiration date. This renewal

event gives you a regularly scheduled opportunity to engage your installed base of

customers, and help foster that relationship.

You can manage all of your customers’ Maintenance Program agreements in one self-

contained location: Manage My Customer’s Maintenance Programs. Within the tool you

can:

o Leverage the Opportunity Report to gain visibility to all assigned customers and

their renewal timeframe

o Create customer quotes online

o View renewal certificates

Citrix Technical Support: Options include Citrix Technical Relationship Management and

Extended Support.

For Your Own Business: Procure Services Directly from Citrix

The following three services for your own business can be sourced directly from Citrix:

Education for your Business: For standard training courses, your discounted pricing will

display on http://training.citrix.com after you log in with your partner credentials. For

custom training, your pricing will be determined by an Education consultant.

Consulting for your Business: You can purchase consulting services at discounted rates

directly from Citrix through your local Services Sales manager (see Consulting

Contacts.)

Pre-Sales Technical Support for Your Business: While Citrix Customer Success

Services and Appliance Maintenance are strongly recommended for end users, Citrix

Technical Support Services are most suitable for your pre-sales and pilot projects and

can be purchased directly from Citrix as needed. For more information, see the

Technical Support section on page 11 of this program guide.

Your Agreement may also allow you to source other solutions directly from Citrix; see your

Agreement for any specific scenarios.

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Summary of CSA Program Benefits

CSA Program Benefits Platinum Gold Silver

Opportunity Registration (“Opp Reg”) Up to 10% Up to 10% Up to 10%

Citrix Advisor Rewards1 ("CAR") Up to 10% Up to 8% Up to 6%

Net New Partner Sourced (“NNPS”) 7% 7% 7%

Specialist Incentives: CAR Plus2 5% 5% 5%

Specialist Incentives: CAR Bonus3 50% more 50% more 50% more

Drive Up to 16% Up to 16% Up to 16%

Spark Up to 16% Up to 16% Up to 16%

Accelerate4 Up to 25% Up to 25% Up to 25%

Sales Leads Yes Yes No

Channel Marketing Funds Yes Yes Yes5

Technical Support6 Yes Yes Yes

Partner Licensing Program Yes Yes Yes

Partner Incentives are all calculated on the Program Suggested Retail Price, which is calculated by subtracting the

customer’s Volume Licensing discount (and any other applicable discounts) from the Suggested Retail Price, and

may vary by region.

Partners may submit new Incentive Registrations for Citrix’s legacy partner incentive programs (Net New Partner

Sourced, Opportunity Registration and Citrix Advisor Rewards, including CAR Plus and CAR Specialist Bonus) until

February 9, 2018. Effective February 10, 2018, Partners may only submit new Incentive Registrations for the

Rewards Program. All Incentive Registrations for legacy partner programs will expire on March 23, 2018.

The Citrix Ultimate Rewards Program Guide (“Reward Guide”), available on Partner Central, sets forth the specific

requirements and parameters of the Spark, Drive and Accelerate Incentive Programs. The Reward Guide provides for

details regarding the application of the new Rewards incentive programs and the expiration of the legacy incentive

1 In Korea, CAR is not available on networking products. 2 Partners achieving a Citrix Specialist designation who have a validated CAR may receive an additional suggested 5% upfront discount off the program SRP on products included in the partner’s achieved Specialization. 3 Applied to CAR base rebate. Partners achieving a Citrix Specialist designation who have a validated CAR can receive an additional CAR rebate of 50% of the standard CAR rebate on products included in the partner’s achieved Specialization. 4 Accelerate’s maximum is 9% if the Partner has received Drive. 5 May vary by region. 6 Fees may apply.

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programs. Only orders placed through a Citrix authorized distributor are available for the incentives and rebates

offered under the Rewards Program, unless otherwise noted.

See the appropriate Program Guide for more information on each incentive.

North America only: Below are Citrix suggested discounts applicable for sales from the Citrix Authorized Distributor to the CSA. Notwithstanding the foregoing, the Citrix Authorized Distributor determines the prices at which it sells products and services under this Program to CSAs. Therefore, the Citrix Authorized Distributor may vary actual discounts offered to CSAs. Citrix is neither responsible nor liable for any Citrix Authorized Distributor’s pricing action, or variance from the discounts described below.*

Suggested Reseller Discount EASY/ELA-1 through 2/9/18**

EASY/ELA-1 2/10/18 and forward**

ELA-2:ELA-6 EDU

General Product and Upgrades (Including Annuals)

App Virt. & VDI, Ent. Mobility Mgmnt & Cloud

32.0% 31.0% 11.0% 11.0%

Networking 22.0% 21.0% 3.0% 3.0%

File Sync & Sharing 12.0% 11/0% 6.0% 6.0%

LUMS

Citrix Customer Success Services (CSS) Initial Purchase

18.0% 16.0% 11.0% 11.0%

Appliance Maintenance Initial Purchase

18.0% 16.0% 11.0% 11.0%

*The above suggested discounts would apply after application of the suggested ELA discounts, and are based on Citrix’s then current applicable price list. **The EASY/ELA-1 suggested discount changes as set forth in the second column go into effect on 2/10/18 unless otherwise notified by Citrix. At such time, the EASY/ELA-1 suggested discounts as set forth in the first column will no longer apply.

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CSA Program Benefits Detail

The Citrix Ultimate Rewards Program (“Rewards Program”) consists of two suggested

upfront discount incentive programs and one back-end rebate incentive program available for to

Citrix Partners who submit an Incentive Registration using Partner Central’s Leads and

Rewards tool and meet the applicable program rules and parameters as set forth in the

Rewards Guide, and as summarized below. Partners who take advantage of the Rewards

Program will realize significant advantages through the three incentive programs:

Spark

Spark rewards Partners for prospecting and identifying new customer sales opportunities that

are not part of Citrix’s existing sales pipeline. Partners who focus on customers or geographical

areas that Citrix Sales does not cover directly and bring new business opportunities to Citrix will

benefit the most from Spark. Working within the Spark guidelines incents partners who

complement and augment Citrix’s sales and marketing activities. Spark most closely follows

Citrix’s previous Net New Partner Sourced program. The Reward Guide sets forth the eligible

suggested discounts.

Drive

The Drive Incentive rewards partners for leading sales opportunities and providing value-selling

activities when a customer purchases and implements a Citrix solution. Partners who guide

customer sales cycles by uncovering the customer’s needs, developing and presenting a

solution using Citrix products, conducting customer demos or proof of concepts, and implement

the customer’s solution will benefit the most from Drive. Drive most closely follows Citrix’s

previous Citrix Advisor Rewards program. The Reward Guide sets forth the eligible suggested

discounts.

Accelerate

Accelerate rewards: (1) Platinum and Gold Specialized CSA Partners for new cloud

subscription sales (2) Platinum Partners and Gold Specialized CSA Partners for quarterly year-

over-year product sales growth, and (3) SI, ISV, LAR and all CSA Partners who perform value-

selling activities in an advisor role on deals they do not fulfill. Partners who close new cloud

subscriptions and grow their quarterly product sales over the corresponding quarter from the

previous year will benefit the most from Accelerate. The Reward Guide set forth the eligible

rebate for each component.

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Specialist Incentives

As a Citrix Specialist you can receive additional partner incentives as part of the Citrix Ultimate

Rewards Program. See the Citrix Ultimate Rewards Program Guide for details about the extra

incentives available to Citrix Specialists under Spark, Drive and Accelerate Incentive Programs.

Sales Leads from Marketing Campaigns

At the Platinum or Gold level, you are eligible to receive leads from Citrix marketing campaigns

for any Citrix product you are certified to sell (additional criteria apply in Japan.) When new

leads have arrived, the Sales and Business contacts that you identified will be notified via email.

Leads are made available through the Leads and Rewards tool. This tool offers user guides and

training videos on how to access, accept, and manage leads. All leads must be accepted or

rejected within 7 days or they will be reassigned to another partner.

Channel Marketing Funds

With approval and as specified below, you may be reimbursed for funds spent on demand

generation and enablement activities that drive Citrix product sales. Qualified marketing

activities include lead generation, end user seminars, telemarketing, trade fairs, exhibitions,

Citrix customer events, road shows, newsletters, mailings, and collateral.

In the Americas and EMEA:

o If you are seeking new funds, a proposal may be submitted to request Citrix

Strategic Development Funds (SDF) for specific marketing activities. Eligibility

criteria include:

A Citrix business plan for the current calendar year, which includes a

Citrix-related marketing activity plan

Clearly demonstrated year-over-year growth

Please see the Strategic Development Fund Program Guidelines for details.

o To take any action related to channel marketing funds, managed Citrix Platinum

or Gold CSAs should work with their Citrix Partner Account Managers; all other

CSAs should work through their Distributor. They will support you as needed to

submit a proposal via MarketingIQ (Americas) or the Citrix Partner Tool (EMEA).

o For answers to frequently asked questions about Strategic Development Funds,

please see the FAQ.

In APAC, you are eligible to apply for co-op funds (conditions may apply.) For more

information, contact APACPartnerCare@citrix.com.

In Japan, Channel Marketing Funds are not available.

Technical Support

While Citrix Success Services and Appliance Maintenance are strongly recommended for

end users, Citrix Technical Support Services are most suitable for your pre-sales and pilot

projects.

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The Technical Support benefits provided as part of your Agreement are covered in detail in

the Citrix Support Services Guide for your region. Key definitions:

Incidents: specific issues or questions that require the assistance of Citrix

Technical Support to resolve or answer.

Contacts: specific individuals in your organization who are authorized to open, work, or

close support cases with Citrix support engineers. These individuals are referred to as

Technical Named Contacts.

If needed, you can purchase additional incidents or contacts at a discounted rate by reaching

out to the appropriate local contact:

Americas: Channel Ops

EMEA: Partner Ops

APAC: Partner Care

Japan: Customer Service (only available to Platinum or Gold CSAs in Japan)

Partner Licensing Program

As part of the Citrix Partner Licensing Program, two types of Partner Licenses are available:

A DEMO product is for your use when demonstrating Citrix software or appliances in a

Citrix Certified Demo environment either onsite at your location or in a cloud deployment.

The provisioning of this product empowers you to show customers first-hand what Citrix

solutions can do for their company.

A USE product is for your own use in an internal production environment. It allows you to

enjoy the advantages of a Citrix solution for your own business, while also making the

rest of your team/employees familiar with the use, operation, and advantages of Citrix

solutions.

Note: Evaluation licenses are not part of the Partner Licensing Program. A Citrix Evaluation

product is for short-term installations at a customer site to support Proof of Concept activities

and shorten the sales cycle. Citrix Evaluation products are available to customers as well as

partners on behalf of their customers for a limited term and may only support a predefined

number of users. Please reach out to your local Channel team for more information.

DEMO and USE licenses/products are provided to Citrix Partners at either no cost or a

substantially reduced cost and may not be transferred to any other organization, either

temporarily or permanently. For full terms, available allotments, and ordering information, see

the Partner Licensing Program Guide.

Citrix SaaS Services (including Citrix Cloud services)

The rights to distribute SaaS specifically applies to Citrix Cloud Platform and Citrix Enterprise

SaaS subscription offerings (“SaaS Subscription Offerings”), subject to Citrix’s then current End

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User Subscription Agreement, and the applicable service description set forth therein (“EUSA”).

SaaS Subscription Offerings for distribution automatically include new offerings, including, but not

limited to, temporary trade-up and transition offerings and extension and expansion offerings,

made generally available for distribution in the applicable territory by Citrix. Citrix reserves the

right to discontinue any SaaS Subscription Offering, upon reasonable notice to You, and subject

to its existing obligations with End Users under an applicable EUSA.

Purchases of a multi-year subscription for any Citrix SaaS Subscription Offerings are always for

the full value of all years of the subscription. Unless You pay in full up-front, billing for such

subscriptions will be on an annualized basis (split over the term and paid in equal amounts prior

to the start of each 12-month term). In the event of a default under any annual payment, and

should such default continue for a period of thirty (30) days, then any and all remaining payment

amounts shall become immediately due and payable to Citrix. Citrix reserves the right to suspend

or terminate customer service delivery for non-payment and as otherwise set forth in the

applicable terms of service. Each Citrix SaaS Subscription Offering purchase is final, non-

cancellable and non-refundable.

For applicable Citrix Cloud offerings, for direct sales, please contact your designated Citrix

business representative for current pricing.

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Additional Citrix Partner Benefits

Summary of Additional Benefits

Benefits Available

Partner Central Yes

SalesIQ Yes

MarketingIQ Yes1

Partner Communications Yes

Partner Locator Listing Yes

Partner Badge and Citrix Logo Yes

Live Events (e.g., Synergy, Summit, Instructor-Led Training) Yes2

On-Demand Training Courses and Materials Yes

Certifications Yes2

Demo Center Yes2

Apply for Citrix Technology Professionals Program Yes

Partner Dashboard Yes3

1 Most MarketingIQ materials are currently available only in English 2 Fees apply 3 Partner Dashboard is not available in Japan

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Program Benefits Detail

Partner Central

Partner Central is your central self-service tool for managing and engaging in your partnership

with Citrix. For example, you can connect with the Citrix Community, read Partner Success

Stories, review the Business Conduct Standards, and use the tools to manage leads, incentive

registrations, customer renewals, certifications, contacts, and more.

SalesIQ

Your Partner Central login credentials give you free access to a sales enablement platform

called SalesIQ, where you can quickly find rich content such as:

Partner Learning Paths to help you get started

Current global and regional promotions to help you price Citrix offerings competitively

Information on key solutions related to security and the Windows 10 migration

Mid-market success kits

Industry-targeted solutions for verticals such as:

o Healthcare

o Education

o Financial Services

o Other Verticals

Competitive Intelligence to help you effectively position Citrix within the technology

industry and clearly explain our competitive advantages in every market we serve

A Customer Reference Database with the latest examples of Citrix customer success,

including new customer case studies, customer-focused white papers, videos, and group

Customer Reference Forum calls

Demo and POC Central, where you will find demo best practices, Proof of Concept

(POC) kits, setup guides, tips, tricks, and templates for all Citrix products

The Citrix Sales Conversation Kit teaches you how to deliver the Citrix Sales

Conversation in a confident and compelling way

o The kit gives you what to say, and what to show

o By delivering a tailored conversation instead of a generic presentation, you can

quickly establish credibility with your audience, differentiate yourself from the

competition, and proceed more rapidly from initial discussion (concepts) to first

sale (or purchase order)

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MarketingIQ

MarketingIQ enables you to quickly and easily create customized go-to-market campaigns at no

charge, allowing you to generate leads without impacting your marketing budget. Just choose

one or more available campaigns, and follow the steps to create and launch your own

customized campaign. MarketingIQ also offers:

A Resource Library, where you can leverage all the assets and materials around our

targeted key play value propositions and solutions

An Event Center, where you can plan, execute, manage and promote your own

customer events – from invite to follow up

Full Service Marketing, connecting you with Citrix certified vendors who can support

turn-key marketing activities

Campaign metrics driven by executed emails and landing pages, including leads,

unsubscribes, bounces, and more

Register for Citrix MarketingIQ today by visiting www.citrixmarketingiq.com.

Partner Communications

Emails from Citrix are designed to keep you fully informed, providing the latest news about

program benefits, promotions, product updates, and events in a regular and consistent way.

Newsletters and social media channels help you to stay in touch while allowing you to send your

questions and comments to us, facilitating a two-way dialogue.

Email: Your contacts, registered through the Update Locations, Contacts, and

Memberships tool, will receive emails concerning Citrix products, program benefits,

and/or requirement changes. These communications are vital in ensuring you have the

latest information when working with customers. Please see the Citrix Privacy Policy for

information regarding Citrix privacy policies.

Newsletters: Read Partner News each month for the latest information to help you grow

your business. Regional newsletters for the Americas, APAC, Central Europe, and other

regions are also available. Other newsletters include Tech News, Service Provider

News, and Citrix Ready News.

Social Media Channels: As a Citrix partner, your success is our success. Take full

advantage of the opportunities our partnership can provide you. Follow us and receive

the latest partner news real time.

o On LinkedIn, the Citrix Partner Network highlights the latest partner events,

resources and programs.

o See Citrix on Twitter for a full list of Twitter accounts, including country-specific

accounts. Partner-centric Twitter accounts include:

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@CitrixPartners: Partner news for all Citrix partners worldwide

@CitrixSpecial: The latest updates related to the Citrix Specialist program

@CtxSyndication: Citrix Syndication and WW Partner Marketing updates

@CtxMarketingIQ: Demand generation campaigns/updates

o Connect with us through Facebook, Pinterest, or Google+.

o Subscribe to the Citrix Blog.

Partner Locator Listing

New customers can easily find you through the Citrix Partner Locator, which is included with

your program membership. Customers can search by country, city, or other criteria. Platinum

partners are listed first among CSAs, followed by Gold and then Partner. Search results will list

each location in the program individually, along with contact information and any Citrix

certifications held. Customers can contact you through an online form, which will create a lead

for you in Partner Central.

Partner Badge and Citrix Logo

Citrix offers Partner Badges representing your program and (if applicable) your program level.

You are free to use your Partner Badge and the Citrix logo in your marketing collateral and

presentations, according to the trademark usage terms as set forth in your Agreement. To

download your Partner Badge and the Citrix logo, and review the visual identity guidelines, visit

the Badge Gallery in Partner Central. You can also add the badge to your website very easily

through participation in Citrix Syndication.

Live Events (e.g., Synergy, Summit, Instructor-Led Training)

You are welcome to attend live roadshows, classroom training sessions, and other events,

including:

Citrix Summit: the premier global event to learn about the latest virtualization, networking

and cloud computing solutions. During two intensive days of technical education, hands-

on training and marketing sessions, attendees will gain valuable knowledge, selling skills

and competitive strategies to help win customers and grow business. All partners are

encouraged to attend Citrix Summit. Fees apply.

Citrix Synergy: an open, global conference where customers, analysts, partners,

architects, consultants and product experts converge to see how virtualization,

networking and cloud technologies work together to make businesses more agile and

efficient, while boosting productivity and employee satisfaction. Synergy is an incredible

opportunity for you to bring your prospects and customers to learn about the latest

solutions from Citrix, receive training, and hear customer success stories. Fees apply.

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Live Training Events from Citrix: Citrix offers a variety of exclusive partner training

events and educational seminars year round, in addition to training available from Citrix

Education. For your convenience, virtual instructor-led training is available online, and in-

person training sessions are held live in major cities around the world. An online

calendar of events is available for the Americas, EMEA, and APAC, or contact your local

Citrix team/Citrix authorized distributor for details. Fees apply.

Classroom Training through CALCs: You can purchase and attend classroom training

sessions led by certified instructors at Citrix Authorized Learning Centers™ (CALCs) all

over the world. These instructors and facilities offer a consistent level of excellence and

must meet rigorous requirements to offer you a valuable classroom experience. To

search and register for available training in your area, visit training.citrix.com (Americas,

EMEA, APAC) or www.citrix.co.jp/education (Japan.) Fees apply.

Custom Training: When your team needs training tailored to meet your specific project

goals or environment, partner with Education consultants to custom-build an impactful

learning experience. Fees apply. Enabling cost savings for as few as 7 students, this

option:

o Leverages Citrix in-house resources and specifications from your Citrix

environment to build your curriculum

o Is offered at your site, or any location of your choice

o Is delivered by expert Citrix Certified Instructors with in-depth product knowledge

and first-hand field experience

On-Demand Training Courses and Materials

Through your internet connection, you have full access to online training courses and

educational materials to help you learn at your pace, on your schedule.

Product Overviews: Looking for product overviews that cover key features and

functionality? Get this information and more with free on-demand training on Citrix

products and solutions – free training at your fingertips.

Self-Paced Online Training: Hands-on training on multiple topics is available whenever

and wherever you want to complete it – all through your internet connection. A robust

technical curriculum and hosted lab environment are available 24 hours a day, 7 days a

week through Citrix Education. Options include free training or an eLearning

Subscription. Fees may apply.

Webinars on Demand: Choose from a library of recorded webinars available to you on

demand. See Partner Events and Webinars.

Collateral from the Citrix Solutions Lab: What’s the best way to implement Citrix

solutions in demanding customer environments? We gathered input from customers,

partners, and our Citrix product teams to build “real world” solutions that are relevant to

19

your needs. The result of our efforts is solutions-focused collateral in the form of

Reference Architectures, Design Guides, and White Papers, focused on end-to-end

Citrix Solutions. Watch a YouTube video to learn more.

Articles and Insights: Gain access to the latest trends in Desktop Virtualization,

Workforce Mobility, App Delivery and Management, Networking, and Collaboration.

Citrix Channel on YouTube: More than 200 how-to videos are available to you, along

with Citrix Customer Stories and a wide variety of other topics.

Product Documentation: This comprehensive library contains technical documentation

for Citrix solutions and technologies. Use either the Search feature or table of contents

to find what you need, including release information, core concepts, system

requirements, installation and how-to articles, and more. You can share, print and/or

save the content you use frequently.

Available Certifications Take advantage of available Citrix certifications such as:

Citrix Certified Sales Professional (CCSP) (also available in Japanese): CCSP equips

you with the knowledge needed to articulate the Citrix vision and successfully sell Citrix

core technologies by addressing customer needs, overcoming major sales objections

and leveraging best practices. As a benefit of our program, you receive unlimited access

to all sales courses online at no cost, 24/7.

Certification in Virtualization, Networking, or Mobility: Citrix certifications are solutions-

based, reflecting the evolving needs of IT professionals and organizations. As a certified

associate, professional or expert, you are recognized as having proven real-world skills

and experience required to deliver successful Citrix solutions. To register for a

certification exam, visit www.pearsonvue.com/citrix.

We can link your certifications to Partner Central on your behalf, allowing you to easily track and

report on them. To use this Concierge Certification Linking process, just complete the Citrix

Linking Request Form.

Demo Center

A professional demo can make all the difference when you are selling Citrix cloud, networking

and virtualization solutions. However, it’s challenging and costly to build an effective, highly

reliable demo environment that showcases a solution’s strengths and competitive differentiators.

Instead of trying to design, build, and (most importantly) maintain your own demo environment,

consider using the Citrix Demo Center.

Also available for purchase on a monthly subscription basis is access to the Citrix Demo Center,

which runs in SoftLayer’s cloud datacenters around the world. You are eligible to receive a

partner discounted rate for any such purchases. Here’s why this model is economical and

practical:

20

Competitive advantage. The Demo Center keeps pace with the rapid changes in Citrix

technology, which can be very difficult to do on your own.

Capital cost savings. Compared to investing capital in your own demo environment –

hardware, software, staffing – the cost of using the Demo Center is very reasonable.

Furthermore, the monthly subscription model makes it easy to plan and budget.

Greater productivity. Rather than taking a sales engineer out of the field to maintain

your own demo environment, you can empower your technical team by providing each

SE with access to his or her own Demo Center environment.

Reduced TCO. The Demo Center cuts costs of your demo practice by freeing your

business from ongoing updates, hardware refreshes, technical support, and training.

If you’re ready to demo the way Citrix employees do, register for an account in the Demo Center

so you can try out and purchase access to the Demo Center.

Apply for Citrix Technology Professionals Program

The Citrix Technology Professionals (CTP) Program recognizes the contributions of individuals

who have invested a significant amount of time and resources to become experts in Citrix

products and solutions. The wealth of knowledge they have developed – and more importantly,

openly shared – has proven invaluable to the Citrix community. These individuals have

consistently demonstrated their real-world knowledge by:

Sharing insights on web sites and contributing to online discussions (e.g. Citrix forums,

Citrix Developer Network)

Creating or fostering active communities of Citrix users (e.g., Citrix User Groups)

Publishing technical documentation, articles, or books

Offering technical expertise in the field

Speaking at IT conferences

New candidates and current awardees are reviewed annually, and evaluations are based on

recent community contributions. To be considered for the CTP Program, submit an application.

If you have questions about the CTP Program, please email CTPnomination@citrix.com.

Partner Dashboard Exclusively for partners that resell or recommend Citrix products, the Partner Dashboard is a

powerful tool that provides a broad set of summary views with key information and performance

metrics on your Citrix business and partnership.

Partner Dashboard allows you to:

Quickly and conveniently view certifications, performance metrics, goals and customer

renewals.

21

Track your usage of your key program benefits such as lead generation, Demo/USE

licenses, and more.

To get started, request access from your Organization Administrator:

Your Location is the business office location at which you are located, controlled and

operated by you. If you are granted Location access, you will be able to see data for the

Org ID to which you are associated.

Your Organization includes all locations worldwide. If you are granted Org Access, you will be able to see data not only for your own Org ID, but also for other locations within your organization’s hierarchy (e.g., affiliates within the hierarchy.)

Partner Dashboard is not available in Japan.

CSA Program Requirements

Program Level Requirements

Citrix wants our partnership to be your best partnership. We are committed to providing you with

the tools and resources to make your business successful.

Our expectation is that you will meet the CSA program requirements to ensure our joint

success. If the program requirements are not met, Citrix reserves the right to downgrade your

membership level or terminate your membership at any time.

CSA program requirements are composed of: (1) an annual sales revenue goal based on

Citrix’s fiscal calendar year defined as January 1 thru December 31, (2) a Citrix Specialist track

(i.e., Virtualization, Mobility Management, Networking for Apps and Mobile Security, or

Networking for Data Center) requirement or (3) a combination of both.

CSA Membership Level Program Level Requirements

Silver No Specialist tracks required

Gold

Attain a lower annual sales goal and a core Specialist track,

or attain a higher annual sales goal without becoming a Citrix

Specialist

Platinum Reach annual sales goal and attain two (2) Specialist tracks

Annual Sales Revenue Requirement

The minimum annual sales goal as defined by Citrix’s fiscal calendar year (January 1 through

22

December 31) that must be met at the time of membership renewal is as follows:

Americas:

Silver Gold WITH core

Specialist Track

Gold WITHOUT core

Specialist Track Platinum

United States $0 $500K+ $850K+ $2.5M+

Brazil, Canada $0 $300K+ $450K+ $1.2M+

Mexico $0 200K+ $300K+ $800K+

All Other Countries

in Americas $0 100K+ $200K+ $500K+

EMEA:

Silver Gold WITH core

Specialist Track

Gold WITHOUT core

Specialist Track Platinum

United Kingdom and

Germany $0 $400K+ $850K+ $2.5M+

France, Netherlands,

and Russia $0 $300K+ $450K+ $1.2M+

Austria, Belgium,

Denmark, Italy,

Norway, Spain,

Sweden, Switzerland,

and United Arab

Emirates

$0 200K+ $300K+ $800K+

All Other Countries

in EMEA $0 100K+ $200K+ $500K+

APJ:

Silver Gold WITH core

Specialist Track

Gold WITHOUT core

Specialist Track Platinum

Australia, Japan,

China $0 $300K+ N/A $800K+

New Zealand,

Singapore, Hong

Kong, Taiwan, India,

South Korea

$0 $150K+ $150K+ $400K+

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All Other Countries

in APAC $0 100K+ $200K+ $500K+

Note: APJ shows revenue only and does not include additional requirements. For full 2018

APJ requirement please visit: APJ 2018 CSA program requirements.

Annual Sales Revenue amount is reflected in USD. The sales goal calculation is as follows:

Included in the sales goal calculation are the following orders for which you were the

reseller:

o The product portion of all orders, including sales of products and packaged

products

o Initial maintenance orders, including the maintenance portion of initial orders

and standalone maintenance orders

Maintenance offerings include Citrix Customer Success Services,

Appliance Maintenance or Citrix Customer Success Services add-on

years

o Sales of Education or Consulting services

o Order adjustments (i.e., debits or credits) as related to items that would normally

qualify for inclusion.

Also included are orders for which you earned an Accelerate Non-Fulfilling Drive

Reward but were not the reseller on the order.

Excluded from the sales goal calculation are:

o Citrix products you ordered through a Citrix OEM partner

o Sales of Technical Support (both TRM and Extended Hours)

o Maintenance renewal orders

Sales at multiple office locations within the same country may contribute to the

overall sales goal attainment.

Citrix counts product sales that you influenced as part of your annual goal

requirements. This is defined as orders for which you have earned an Accelerate Non-

fulfilling Drive Reward but were not the reseller on the order. If you were both the

influencing partner with an Accelerate Reward as well as the fulfilling partner, the

product sales from that order will count once (no double credit).

Order value is calculated based on licensing program suggested retail price

(“Program SRP”), which is the price of the product after the customer’s licensing

program discount has been applied (www.citrix.com/licensing).

The Partner Dashboard is your online tool for tracking Sales Goal attainment and

progress, or you can get a status update on your goal attainment by contacting

your Channel Development Manager.

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Additional Requirements

Additional requirements for CSAs in all regions are summarized below:

Silver Gold Platinum

Complete online partner profile during the

membership renewal process Required Required Required

Display Partner Badge on your

Company Website Required Required Required

Annual Business Plan

(Citrix can provide an outline and help build

the plan with you.)

Optional Required Required

Citrix Syndication Suggested Suggested Required

Citrix Social Syndication Suggested Suggested Required

Demo Excellence

(either your environment or the Demo Center)

Showcase at

least 1 Citrix

product

Showcase at

least 1 Citrix

product

Showcase

the full Citrix

product

portfolio

CSAs in the Americas and EMEA must also meet the following requirement:

Silver Gold Platinum

Demand Generation (e.g., emails, webinars,

and outbound telesales recommending

additional Citrix products and upgrades)

2+

activities/year*

4+

activities/year

6+

activities/year

Additionally, Citrix Specialists must meet Global Specialist Requirements to maintain their

Specialist status and continue to be eligible for Specialist incentives.

Membership Renewals

In order to renew your membership, you must meet the requirements for your level at the time

of renewal. If you do not meet the requirements, your level will be changed or your membership

will not be renewed. Throughout your membership Citrix will evaluate the value selling activities

you perform, and you may be contacted by a Citrix Distributor or Citrix representative to discuss

further.

Citrix understands that sometimes key resources leave the company and you need time to hire

new resources. If this change causes you to no longer meet your membership compliance

requirements, please notify your local Channel team.

25

Reinstating Program Membership

If your membership has expired, you may re-apply via Partner Central up to 90 days after

expiration. You must meet the requirements at the time of application for membership to be

reinstated. If your membership expired more than 90 days ago, you must contact your local

Channel team about membership renewal opportunities. If your membership expired 12+

months ago, contact your local Channel team about re-applying for the program.

If your re-application is approved, you will be subject to the current program requirements. Citrix

reserves the right to reject any membership re-application without cause.

Compliance Citrix and Partner agree to comply with all data protection laws and regulations applicable to it under the terms of this Program Guide. The General Data Protection Regulation Terms (“GDPR Terms”) https://www.citrix.com/content/dam/citrix/en_us/partnercentral/other/partner-dpa-gdpr-terms-signed.pdf describe the conditions under which Citrix and the Partner shall comply with data protection laws with respect to any personal data relating to European Union residents obtained by one party (acting as a processor) from the other (acting as a controller) and processed for the purpose(s) contemplated by this Program Guide and/or the Citrix CSA Agreement in force between Citrix and the Partner. Citrix may launch marketing programs from time to time to reward Partner for prospecting and identifying new customer sales opportunities that are not part of Citrix’ existing sales pipeline, in accordance with the terms and conditions of the applicable marketing program at the time. In the event these marketing programs require the collection and processing by Partner of customers’ personal data (such as name, email address, phone numbers, etc.), Partner shall comply with all data protection laws and regulations applicable to it and, in particular, keep evidence of the customer’s consent for processing their personal data for the purpose contemplated by the Citrix marketing program.

26

CSA Order Requirement (for CSAs in Mainland China only)

CSAs shall obtain and keep a copy of either of the following documents prior to placing orders to

Distributor or Citrix (for approved direct sourcing):

a. Chopped End-user purchase order;

b. Chopped End-user purchase contract; OR

c. Chopped End-user confirmation letter (the confirmation letter may be in any format as long

as all information required by Citrix are included)

Upon Citrix/Distributor’s prior written request to CSA, CSA shall provide Citrix/Distributor or their

authorized third party representatives, with access, for the purposes of an audit, to the above

documentation pertaining to orders from the current and/or the previous quarter(s). Failure on

such audit check may result in claw-back of Citrix’s incentive payout to CSA (if any) and/or

termination of CSA’s membership.

Information required by Citrix on the End-user confirmation letter are:

a. CSA name and Address

b. Purchase order number from End-user to CSA

c. Email address of the recipient of the Products under the purchase orders

d. List of Products/License Type/Quantity under the purchase orders

e. Company Name of End-user

f. End-User authorized signature

g. Title of Signatory

h. Telephone number of Signatory

i. Affixed with End-user chop

j. Date of the End-user confirmation letter

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Citrix Specialization

The Citrix Specialist program, also referred to as the Specialist Program, offers exclusive

benefits for CSAs who have demonstrated superior technical expertise, end-to-end sales

capability, and service delivery with high customer satisfaction. Additionally, Specialist partners

are eligible to participate in Accelerate rewards, additional back-end rebates as part of Citrix

Ultimate Rewards.

This section includes the requirements for how to become and remain a Specialist, as well as

key program details and benefits associated with the program. Modifications to the Specialist

program are typically announced in January at Citrix Summit, our premier global event for

Partners.

If you have any questions, comments, concerns, or suggestions, please reach out to your local

Channel team: https://www.citrix.com/contact/partner.html.

Citrix Specialist Program Overview

Customers are looking for leaders in emerging technology areas such as enterprise networking,

mobility management and virtualization. They want assurances of competency through hands-

on experience, references, and best practices.

That's why Citrix has created the next step on your path to success: the Specialist Program.

This program provides a framework for you to demonstrate superior technical expertise, end-to-

end sales capability, and service delivery competency in one of the following:

Core Specializations

Virtualization

o XenDesktop, XenApp, Citrix Workspace Suite, Workspace Suite (Hybrid),

Workspace Service, XenApp & XenDesktop Service, XenDesktop Service,

XenApp Secure Browser Service, App Layering Service, XenApp Service

Mobility Management

o XenMobile Service, ShareFile Service

Networking for Datacenter (pure play ADC) – optimizing, securing and controlling the

delivery of enterprise and cloud services

o NetScaler ADC, NetScaler AppFirewall, NetScaler Gateway, NetScaler Gateway

Standard Service, NetScaler Web App Security Service, NetScaler Management

Analytics Service (MAS) (There is currently no specialization for NetScaler SD-

WAN formerly CloudBridge)

Elective Specialization

Networking for Apps and Mobile Security (network attach) – optimizing app and

mobile network performance and security

28

o NetScaler ADC, NetScaler AppFirewall, NetScaler Gateway, NetScaler Gateway

Standard Service, NetScaler Web App Security Service, NetScaler Management

Analytics Service (MAS) (There is currently no specialization for NetScaler SD-

WAN formerly CloudBridge)

As a best-in-class Specialist with leading-edge training and the most advanced skills in a key

technical category, you can expect to have a deeper customer engagement, stand out from

competitors, benefit from Citrix endorsement, and attract new customers within lucrative

markets to increase your profitability.

Membership Period

The Requirements section of this document lists the actions that must be taken to achieve and

maintain your Specialist status. Once attained, your Specialization does not need to be

renewed and does not expire. Instead, your designation as a Specialist continues as long as

you remain in compliance with the then-current CSA Program and Specialist requirements. To

ensure your compliance with the program, you may track your Specialist status at any time via

the Specialist Progress Manager.

Membership Levels

CSAs at any program level may earn a Specialization. For example, a Silver CSA that earns a

Specialization is a Silver Specialist.

As noted in the chart below, a Gold Specialist with at least one core (not elective) Specialization

enjoys a lower CSA revenue requirement and has the chance to advance from Gold to

Platinum.

Product Authorization and Compliance Requirements

Authorized to resell Citrix offerings as a

Silver CSA

Authorized to earn incentives when reselling product

lines in which CSA is certified

Authorized to move from Silver CSA to Gold CSA, earning

higher benefits when reselling

product lines in which CSA

is certified

Authorized to move from Gold CSA to

Platinum CSA, earning higher benefits when

reselling product lines in which CSA

is certified

Join CSA program and sign legal agreement

Complete sales certification

Complete technical certification(s)

29

Reach higher Gold revenue requirement OR earn a core Specialization and lower Gold revenue requirement

Earn two Specializations and Platinum revenue requirement

Priority Ranking in Partner Locator Specialists enjoy priority ranking in our Partner Locator. As customers look for partners to assist

with their Virtualization, Networking, or Mobility needs, Specialist company details will display

first. Customers have the ability to understand the unique value that Specialists bring to a

project. By seeking out a Specialist, customers can enjoy a simplified partner selection process,

confidence in partner execution skills, and faster time to value.

Specialist Branding

Stand out from the generalist crowd! Once you have earned a Specialization, showcase Citrix

endorsement via the exclusive Specialist badge, which attests to completion of rigorous

requirements, technical expertise, and demonstrated competency in delivering successful

customer engagements. It can be downloaded from the Badge Gallery and used on your

website, business cards, marketing materials, and more.

Targeted Content on Social Media

30

The latest content applicable to your business is easy to access via social media:

Twitter: @CitrixSpecial

Blogs: https://www.citrix.com/blogs/tag/citrix-specialist/

Also available to you are Prepared Social Media Posts for Specialists and Citrix PR Guidelines.

How to Become a Specialist

A CSA can become a Specialist and start earning all benefits outlined above by completing 6

steps:

1. Select a Specialization

2. Attain the required sales certification(s)

3. Attain the required technical certification(s)

4. Complete the required e-Learning course(s)

5. Pass the applicable Practicum for your selected Specialization

6. Receive 3 customer validations of your past work related to your selected

Specialization

6 STEPS to Specialization Status (in detail):

1. Specialization Selection. Decide which Specialization you wish to attain first. You can

get a head start by becoming a Specialist in the category that best matches the work you

are already doing. Then you can earn additional Specializations to expand your technical

scope or target a complementary market. Ultimately, if you earn all four of the

Specializations, you will be best positioned to drive successful solutions in complex, multi-

faceted customer engagements.

2. Citrix Certified Sales Professional Certification. Complete the current Citrix Certified

Sales Professional (CCSP) course and assessment in your preferred language, earning a

CCSP certificate:

CCSP Course CCSP Assessment

English English

(Course Number: CSP-015FA-1W)

Japanese Japanese

(Course Number: CSP-015FA-1WJ)

German, Dutch, French, Italian, Russian, Spanish, or Turkish

(Course Number: CSP-015FAE-1W)

The number of people at your company who must become a CCSP varies by country, and

the same people may be counted toward more than one Specialization:

Country Number of People at Your Company Who

Must Earn a CCSP

31

Brazil, Canada, France, Germany,

Netherlands, Russia, United Kingdom

and United States

3

All Other Countries 2

3. Technical Certification. As applicable to the Specialization you are seeking, complete the

required technical certification.

Specialization

Required

Certification Products

Virtualization

Citrix Certified

Expert - Virtualization

(CCE-V)

XenDesktop

XenApp

Citrix Workspace Suite

Workspace Suite (Hybrid)

Workspace Service

XenApp & XenDesktop Service

XenDesktop Service

XenApp Secure Browser Service

App Layering Service

XenApp Service

Mobility

Management

Citrix Certified

Professional – Mobility

(CCP-M)

XenMobile Service

ShareFile Service

Networking for

Datacenter

Citrix Certified

Professional –

Networking (CCP-N)

NetScaler ADC

NetScaler AppFirewall

NetScaler Gateway

NetScaler Gateway Standard Service

NetScaler Web App Security Service

NetScaler Management Analytics

Service (MAS) (There is currently no specialization for NetScaler SD-WAN formerly CloudBridge)

Networking for

Apps and

Mobile

Citrix Certified

Associate –

Networking (CCA-N)

NetScaler ADC

NetScaler AppFirewall

NetScaler Gateway

Ele

ctiv

e C

ore

32

Security NetScaler Gateway Standard Service

NetScaler Web App Security Service

NetScaler Management Analytics

Service (MAS) (There is currently no specialization for NetScaler SD-WAN formerly CloudBridge)

The number of people who must complete the required technical certification varies by

country, and people with multiple certifications across solution categories (Virtualization,

Mobility and Networking) may be counted toward more than one Specialization:

Country Number of People at Your Company Who

Must Complete the Required Certification

Brazil, Canada, France, Germany,

Netherlands, Russia, United

Kingdom and United States

3

All Other Countries 2

4. E-Learning Courses. Complete the required e-learning courses, gaining certificates of

completion:

Exam Code

(Course Code) Exam Name (Course Name) Description

CDT-100 Leveraging Sales and Demo

Tools

Explains how to deliver effective Citrix

demos

CCM-100

Citrix Consulting

Methodology and Project

Management

Presents the Citrix Consulting project

methodology

CTS-100 Think Like a Support

Engineer

Teaches you how to think like a Citrix

Escalation Engineer

The number of people at your company who must complete the three e-learning courses

listed above varies by country, and the same people may be counted toward more than

one Specialization:

Country Number of People at Your Company Who

Must Complete the Required E-Learning

Brazil, Canada, France, Germany,

Netherlands, Russia, United Kingdom

and United States

3

All Other Countries 2

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5. Specialist Practicum. Earn a passing grade on the applicable Specialist practicum

(“Practicum”), gains one certificate of completion. The Practicum offers a simulated

customer engagement and challenges you to demonstrate your expertise. Participants will

be given a sample statement of work containing specific business and user requirements.

Each participant will then be given access to a lab environment to develop a solution that

meets the identified requirements, mirroring what we ask all of our internal consultants to

do. Please note that as a prerequisite, participants taking the Practicum must already hold

a certification required for their Specialization.

Specialization Specialist Practicum Prerequisite

Virtualization

1Y0-A35I: Citrix

Virtualization Specialist

Practicum

Citrix Certified

Expert - Virtualization

(CCE-V)

Mobility

Management

1Y0-A37I: Citrix Mobility

Specialist Practicum

(XenMobile 10)

Citrix Certified

Professional - Mobility

(CCP-M)

Networking for

Data Center

1Y0-A36I: Citrix Networking

for Data Center Specialist

Practicum

Citrix Certified

Professional - Networking

(CCP-N)

Networking for

Apps and Mobile

Security

1Y0-A34I: Citrix Networking

for Apps & Mobile Security

Specialist Practicum

Citrix Certified

Associate - Networking

(CCA-N)

Only one person in your company needs to complete the Practicum for a particular

Specialization:

Country Number of Certified People at Your Company Who

Must Complete the Required Practicum

All 1

The first step in completing the Practicum is purchasing the applicable voucher, either

through your distributor or (in APAC) through APAC Partner Care. SKUs are below:

Participants will receive their voucher via email, along with additional instructions for how

to redeem the voucher and register for the Practicum. Once begun, the Practicum must be

completed within 24 hours and scores will be posted in Citrix Certification Manager (see

instructions for first-time users) within 15 business days. Participants will also receive their

scores via email. Please read the Specialist Practicum FAQ for more information.

Co

re

Elec

tive

34

6. Customer Validations. Request and receive three customer validations of your past work

from three different companies, all related to your Specialization, with a satisfaction score

of at least 3 out of 5. This demonstrates that you have not only the sales and technical

expertise, but also the high level of customer satisfaction required to be a Specialist.

Requesting customer validations only takes a few minutes:

Log into the Leads and Rewards tool.

Click the Customer Validation tab at the top of the tool.

Click the “Create New” button to create a new survey.

Fill out all required fields in the survey.

Click “Submit” for Citrix to send the survey on your behalf to the customer email

address you entered in the survey. The customer will receive an email similar to the

one below:

The customer will have 20 days to click through the link in the email and complete

three simple questions:

35

Results will appear on the Customer Validation tab of the Leads and Rewards tool.

For step-by-step instructions, please see the Customer Validation Guide.

Number of People Who Must Complete Requirement

Country CCSP Tech

Cert eLearning

Customer

Validations Practicum

Brazil, Canada,

France, Germany,

Netherlands,

Russia, United

Kingdom and

United States

3 3 3 3 1

All Other Countries 2 2 2 3 1

In summary, you need the required number of technical certifications for your country

(2 or 3), the required number of e-learning and CCSP certificates for your country

(2 or 3), 3 customer validations, and 1 practicum certificate.

36

Tracking Your Progress toward Becoming a Specialist

At any point while earning your Specialist status, you can log into the Specialist Progress

Manager to track your progress:

Log into the Leads and Rewards tool.

Click the Specialist Progress Manager tab at the top of the tool.

Get a quick snapshot of your progress toward each Specialization by viewing the

green Overall Progress bar. You can also click “Requirements” to see your

progress toward fulfilling requirements for Certificates (e-learning and practicum),

Certification (CCE-V, CCP-N, CCP-M, or CCA-N), and Customer Validations.

For additional details and screen shots, refer to the Specialist Progress Manager Guide.

How to Maintain Your Status as a Specialist

Because Citrix is continually innovating and enhancing its technology, it is important for our

Specialists to remain current on the latest changes. Therefore, Specialists need to periodically

request new Customer Validations to show their customer satisfaction remains high, and re-

take certain training offerings as those offerings are updated with the latest information:

Customer Validations are valid for 2 years. Expiration dates are visible in the Leads

and Rewards tool > Customer Validations tab. If you do not take action before the

expiration date, your Organizational Administrator will receive an email stating you

have a 90-day grace period to get back into compliance before you lose your

Specialist status.

Specialist Practicum certificates and technical certifications are valid for 3 years.

Expiration dates are visible in Citrix Certification Manager > Certification Progress.

If you do not take action before the expiration date, your Organizational

Administrator will receive an email stating you have a 90-day grace period to get

back into compliance before you lose your Specialist status.

E-learning courses and CCSP certifications are valid until they are updated by

Citrix Education. When updated, your Organizational Administrator will receive an

email regarding the updates and the time period in which you need to complete

them to maintain your Specialist status.

At any point, your compliance with the Specialist program could be impacted if one of the

individuals associated with a program requirement (e.g., someone with a technical

certification) leaves your company. In this situation, your Organizational Administrator will

receive an email stating you have a 90-day grace period to get back into compliance before

you lose your Specialist status.

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How to Reattain Your Status as a Specialist

If no action is taken during a 90-day grace period, the status of the Specialist designation will

change from “Attained” to “Re-attainment Required.” Your Organizational Administrator will

receive an email stating you can no longer enjoy Specialist benefits until all requirements are

back in compliance according to the Specialist Progress Manager.