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Citrix gears up to go against VMware

Citrix is also crafting a channel strategy to complement its technology and OEM push, Haynes said. Its goal over the next 18 months is to add 1,600 channel partners globally to sell the XenSource XenEnterprise version 4 open source virtualization software.

And, while executives say they want to see large customers adopt the product, Haynes said Citrix is looking for channel partners focusing on midsized companies -- a market that is largely untapped by VMware, and in which XenSource's open source virtualization prices might be more attractive than they would to larger customers, he said.

Haynes also said that within a month the company will roll out its online certification program to train sales and technical people selling the product. Company officials are committed to keeping the open source virtualization structure of the technology and have developed a separate business unit to continue to improve the technology.


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