The Schwartz Report

Blog archive

Mike Fouts Takes Over as Citrix's New Americas Channel Chief

After eight years as Citrix Americas Channel Chief, Craig Stilwell has stepped aside from the position to become VP of sales in the Southeast United States. Taking Stilwell's place is Mike Fouts, who actually was a director of sales in the territory Stilwell is moving into.

The move took place Oct. 1 but Fouts made it official in his inaugural blog post today, where he outlined his priorities. Fouts, whose actual title now is senior director of Americas channels and field operations, assured partners that Citrix will continue its model of offering programs, solutions and resources aimed at helping both the company and the channel remain profitable.

In his role as channel chief, Fouts also leads the company's marketing efforts. He signaled plans to help the channel monetize opportunities in virtualization and the growing field of cloud computing. "The primary objective of the Citrix channel program will continue to center on offering innovative programs, solutions and resources that make Citrix the most profitable business for the channel community," he wrote.

Fouts outlined three areas he will concentrate on in the upcoming calendar year:

  • Provide new tools and information geared toward helping partners take advantage of customer interest in virtualization.

  • Facilitate collaboration between partners and Citrix sales organization. "It's important to me that we increase our focus on identifying and implementing strategies to improve that alignment between our partners and internal sales teams," he noted.

  • Increased emphasis on small and medium businesses. This year's acquisition of Kaviza, enabled the introduction of Citrix's VDI-in-a-Box 5, a virtual appliance that uses the company's HDX technology and supports three hypervisors: Citrix's XenServer, Microsoft's Hyper-V and VMware's vSphere, ESX and ESXi. Fouts said Citrix will extend its sales efforts through the channel targeting SMBs. Enabling that emphasis is the company's newly launched SMB certification program.

Fouts takes over at a challenging time for the channel community. Citrix is a company with a growing number of cloud computing products, many of which are just now coming to market. It also is absorbing a number of relatively small but strategic acquisitions. Meanwhile, many partners are still trying to determine the right revenue model to profitably offer cloud products and services.

If you're a Citrix channel partner in the Americas, what would you like to see from the company's new channel chief? Feel free to comment below, or drop me a line at

Posted by Jeffrey Schwartz on November 28, 2011 at 11:59 AM


  • The 2019 Microsoft Product Roadmap

    From the next major update to Windows 10 to the next generation of HoloLens, here's what's on tap from Microsoft this year.

  • 2019 Microsoft Conference Calendar: For Partners, IT Pros and Developers

    Here's your guide to all the IT training sessions, partner meet-ups and annual Microsoft conferences you won't want to miss this year.

  • Microsoft Unveils Service To Keep Azure Connections Private

    Azure Private Link, a new service designed to keep Azure service connections off the public Internet, is now available from Microsoft as a preview.

  • Freeway Over Ocean Graphic

    Microsoft Software Assurance Changes To Favor FastTrack

    Some changes coming next year to Microsoft's Software Assurance licensing model will aim to steer organizations toward the FastTrack program for their training.

RCP Update

Sign up for our newsletter.

Terms and Privacy Policy consent

I agree to this site's Privacy Policy.