Citrix has increased bonuses for partners that generate business, regardless of who fulfills the order.
Up to 10 per cent of the list price of Citrix products will be given as a bonus to partners who sign up new customers.
The scheme, known as Advisor Rewards, is available to all global Citrix channel partners.
Matt Piercy, distribution channel manager for Citrix, said: "This is a global programme with a few local tweaks to suit market conditions.
"We want to reward partners who do the original implementation, even if the software sale goes to somewhere else. Our grass-level partners are needed in this business and with these kinds of policies we can all grow even more together."
It is hoped that the new incentive scheme will discourage last-minute selling at the end of sales cycles and stop partners using excessive discounting to close orders.
The programme also makes sure that generators of new business get their proper reward.
Two years ago Citrix decided to keep 5,000+ seat orders within a specific set of partners with specialist knowledge of larger accounts.
But now such accounts will now be open to everyone who wishes to bid for them and they will be fully supported by Citrix.
Richard Bessant, marketing manager of Blue Chip Data Systems, said: "Any flexibility is always welcome. Citrix has a well established price list and this is a good incentive. The changes in order handling are good for distributors handling those kinds of projects."
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