Page 47 - CCAP-PS-6 - Positioning Citrix Cloud Services inside and outside IT
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The 5 steps for a successful ‘XaaS’
B2B Renewal/Upgrade/TTU
Think of a renewal as a new sales
opportunity
Intelligent Set baseline measures
account planning Plan for reporting on
outcomes
Build the process Purchase or outcome
into your CRM
Customer’s execution mode
Soft & Business Identify metrics (CSFs &
Skill Excellence
KPIs)
Have a process Understand customer
business priorities
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