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Page 1: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

Citrix Partner Incentives:Citrix Advisor Rewards (CAR)Arrow ECS Austria

Page 2: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

• Übersicht des Citrix Partner Incentive Portfolio

• Citrix Advisor Rewards–Citrix Advisor Reward (CAR)

–Specialist CAR Plus

–Specialist CAR Bonus

• CAR Eingabe und Validierung–Partner Input

–Zusätzliche Dokumente

–Citrix SLAs

Agenda

Page 3: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Citrix Solution Advisor Program Struktur

2 Specializations + annual revenue goal

1 Specialization (optional) + / or annual revenue goal

Program Registration Specialization optionalNo revenue goal

Page 4: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Citrix Partner Incentives

Net New Partner Sourced

Opportunity Registration

Specialist CAR Plus

Citrix Advisor Rewards

Specialist CAR Bonus

Page 5: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Übersicht

Net New Partner Sourced

Opportunity Registration

Specialist CAR Plus

Citrix Advisor Rewards

Specialist CAR Bonus

Steigern Sie Ihre Erträgedurch Verringerung der

Einkaufspreise der Produkte

Page 6: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Overview

Net New Partner Sourced

Opportunity Registration

Specialist CAR Plus

Citrix Advisor Rewards

Specialist CAR Bonus

Steigern Sie Ihre Erträge und belohnen Sie Ihren Invest im

PreSales und Sales unabhängig von der Durchführung des Lieznezgeschäftes

Page 7: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Overview

Net New Partner Sourced

Opportunity Registration

Specialist CAR Plus

Citrix Advisor Rewards

Specialist CAR Bonus

Represents a platinum specialized partner

Page 8: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Fokus auf Citrix Advisor Rewards

Specialist CAR Plus

Citrix Advisor Rewards

Specialist CAR Bonus

Backend Rebatebis zu 5%

Backend Rebatebis zu10%

Upfront Diskount5%

Belohnung fürzusätzlicheAktivitäten

CAR Incentive für Partner mit Citrix Specialization(s)

Page 9: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Citrix Advisor Rewards

Was ist das?

Wieso ist es wichtig?

Wie kann ich es nützen?

Specialist CAR Bonus

Citrix Advisor Rewards

Specialist CAR Plus

Page 10: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Citrix Advisor Rewards (CAR) Was ist es?

Eignungskriterien

Auftragserfüllung Nicht notwendig

Zertifizierung Für mindestens ein Produkt in dem Auftrag

Lizenz Programm Alle (Easy, ELA 1-7, Education, GELA 0-5)

Produkte Alle Kern-Citrix-Produkte

Projektgröße $10k USD Citrix Listpreis minimum

Länder Alle Länder*

Das Citrix Advisor Rewards (CAR) Programm bietet einen einmaligen backend rebate von bis zu 10% als Annerkennung ihrer zusätzlichen Aktivitäten im PreSales bei einemProjekt.

* Exception: Korea excludes networking products from CAR calculations and payments. Japan CAR for Networking products only

Page 11: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Citrix Advisor Rewards (CAR)

Warum ist es wichtig?

• Belohnung Ihrer Arbeit an dem Projekt, auch wenn das Lizengeschäft ein andererPartner macht

• Ihre Aktivitäten im Rahmen des Projektes werden anerkannt

• Schütz Ihr Investment im PreSales

• Erhöht Ihre Erträge

Page 12: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Wie kann ich es nützen?

• Verdienst für Ihre Zertifizierungen

• Einfacher Nachweis Ihrer Verkaufsaktivitäten durch Hochladen der Dokument

• Claim your rebate!

Citrix Advisor Rewards (CAR)

“We like the fact we get CAR

even if we don’t fulfill”

Page 13: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Citrix Advisor Rewards (CAR)Übersicht über Erträge der verschiedenen Partner-Level!

6%

Page 14: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

CAR Incentive Antrag

Page 15: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2015 Citrix | Confidential

Step 1Zugang zum Tool und Auswahl der Incentive(s)

Page 16: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Zugang zu Leads and Rewards über Partner Central

Page 17: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Öffne Leads and Rewards und “Create New”

Page 18: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Eingabe der Kunden Informationen und weiter mit “Next”

Page 19: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Auswahl der Incentive(s)

Citrix Advisor Rewards (CAR) –backend rebate earned through value-added selling activities

Opportunity Registration –suggested upfront discount on networking deals for networking-certified partners

Net New Partner Sourced –suggested upfront discount on opportunities not already in the Citrix pipeline

System will only

allow you to submit

if there is at least

one networking

product on the

submission

System will

automatically reject if

another Partner holds

a valid Incentive

Registration for this

opportunity

System will

automatically reject

if your organization

is not certified in any

eligible product lines

Page 20: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2015 Citrix | Confidential

Step 2Beantworte alle benötigen Fragen für alle Incentives

Page 21: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Eingabe aller Informationen zu dem Projekt und den Produkten

Optional – choose your own name for the Incentive Registration

Selected Disti will automatically have visibility into your submission

Use your best judgment and submit in good faith

Forecasted close date should not exceed the maximum 270-day lifecycle

A BANT qualified opportunity should have a high probability of closing

Click “Add Another Product” at the top of the screen to add more products.

Arrow ECS Austria

Page 22: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Confirm domain email matches company name

Eingabe der Kunden Informationen

Muss ein legitmer, mittels Online Suche findbarer, Kundenname sein

Incentives might not be available in Japan/Korea; check eligibility criteria

If existing, use company details already logged in system

Page 23: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Eingabe der Kontaktdaten des technischenAnsprechpartners und beantworte BANT FragenBANT = Budget, Authority, Need, Timing

Remote access

Simplified application management

Mobilize Windows Apps

Increase network performance and

App and desktop virtualization

Bring Your Own Device/ Choose Your

Own Device/ Corporate

Owned Personally Enabled initiatives

Enterprise Mobility Management

Secure File Sharing

Web application performance or security

Increase network security

0-3 months

3-6 months

6-9 months

*Greater than 9 months

Page 24: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2015 Citrix | Confidential

Step 3beantworte Value-Added Fragen für den CAR

Page 25: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Nur bei CAR: Beantworte Value-Added VertriebsfragenTeilen Sie Ihre geplanten value-added Vertriebsaktivitäten mit

Activities with proven success in progressing opportunities and objectivity!

Page 26: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2015 Citrix | Confidential

Antrag submit und danach Upload der Dokument

Page 27: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Submit vs. SaveDon’t forget a critical step!

If the Status is New, Citrix has not received your Incentive Registration.

Tips:• You need to be certified in an eligible product line to submit.• You need to include at least one eligible networking product to submit for

Opportunity Registration.

“Save & Submit” your Incentive Registration to send the data to Citrix.

If you “Save” your work without submitting, you can “Edit” to continue and then you

must “Submit for Approval.”

Page 28: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Nur bei CAR : Upload Dokumente

In dem Zeitraum zwischen Antragstellung und Bearbeitung von Citrix, müssen Sie die Dokumente zum Nachweis Ihrer value-added Vertriebsaktivitäten hochladen:

Value-Added Vertriebsaktivitäten Action to Take Before Claim Submission

Übermittel Sie ein mit welchen Produkten und Citrix Lösungen Sie beim Kunden anbeiten

Hochladen der Produkteliste

Demonstrieren Sie Ihre Lösungsdesgin für den Kunde und/oder übermitteln Sie Ihre POC Dokumente

Wen Sie die Dokumente hochladen, wählen Siedie checkbox das Ihre Demo/POC abgeschlossen

ist

Stellen Sie dem Kunden einen Implementierungs oderRoll-out Plan zur Verfügung

Hochladen des Rollout/Implementierungs-Zeitplans

Page 29: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Nur bei CAR: Hochladen der Dokument

Um Dokumente hochzuladen - click Attach File um Ende des Antrags und folgen Sie den Anweisungen. Tip: immer nur ein Dokument hochladen

Funktion ist nur verfügbar wenn:• Sie eine CAR beantragt haben, mit oder ohne anderen incentives• Der Antrag wurde noch nicht abgelehnt, ist ausgelaufen oder bereits

ausbezahlt

Page 30: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2015 Citrix | Confidential

Was passiert jetzt

Page 31: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Citrix SLAs

Days Incentive Type Estimated Response Time

Opportunity Registration

Wird automatisch vom System validiert (First Come First Serve)

Net New PartnerSourced

Innerhalb von 7 Tagen wird der Antrag von Citrix geprüft

CAR

Bis zu 21 Tage nimmt sich Citrix Zeit um gegebenenfalls beiMehrfachmeldungen auch beim Endkunden den richtigen Partner zuhinterfragen

0

7

21

Page 32: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Incentive Registration Lifecycle

Wenn eine Incentive Registration ausläuft kann diese natürlich neueingereicht werden, außer der NNPS dieser wird nur einmalig validiert, weildanach kennt Citrix ja das Projekt schon.

Page 33: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2015 Citrix | Confidential

Betrachten von Incentive RegistrationsWie können Sie Ihre Incentive Registrations betrachten und verfolgen

Page 34: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Zugang zu Leads and Rewards über Partner Central

Page 35: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Öfffne Leads and Rewards & wähle Incentive Registrations

Page 36: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Incentive Registrations werden angezeigt

Click auf eine

Incentive ID

zum öffnen

Reminder: Immer alle Reward Nummer bei Angebotsanfrage oder Bestellung angeben!

Page 37: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Incentive Registrations

Verflogen sie das

Ablaufdatum und

verlängern dieses

wenn es sich dem

“Expired” status

nähert

Page 38: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2015 Citrix | Confidential

Claim und AuszahlungCAR Only

Page 39: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

CAR Only: Claim SubmissionPartner sind dafür verantwortlich zu kontrollieren das Ihre Ansprüche fürCAR Incentive Registrations geltend gemacht werden. Citrix versucht alle CAR Anträge mit den Bestellungen automatisch via System abzugleichen. Innerhalb von 90 Tagen ab Bestellung können Sie CARs, welche nichtautomatisch ausbezahlt wurden, beanspruchen.

• Valide Ansprüche warden innerhalb von 30 Tagen ausbezahlt.

• Fragen bezüglich CAR:

GEO Link

Americas https://www.citrix.com/contact/customer-service.html

EMEA [email protected]

APAC http://support.citrix.com/cms/kc/customerservice/apac-partner-care

Page 40: Citrix Partner Incentives - Arrowlicensing.arrowecs.at/wp...Partner-Incentives-CAR.pdf · Citrix Partner Incentives Net New Partner Sourced Opportunity Registration Specialist CAR

© 2017 Citrix | Confidential – Content in this presentation is under NDA.

Work better. Live better.Work better. Live better.


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