Page 101 - CCAP- Citrix Cloud Accelerator Program - PAM - Amsterdam

Pricing challenges and how to

manage such objections

Long Term Commitment // (At least 1 year and 3 yers)
We can assume the fact that a move/shift to Citrix Cloud is a strategic and structured IT decision.
So it’s acceptable to be engaged for at least 1 year. So on our side we have to improve our discussion level in order to
let acceptable
at least one year.

On TTU motion we are talking about a transition deal with hybrid rights.
By experience we know that 3 years will protect you and not lock you with Citrix. It will let you the time to transit

CCU Licenses // U-D Licenses :
The standard ratio is 1 to 2.
May be if the business case needed is a 8 ratio is not a cloud business case.
So need to re-open the discussion in order to enlarge the perimeter of citrix cloud use case
By the way in Cloud industry is talking about U/D

Economics of the offer (on partner side)
We’re to be clear and engage to shift the discussion from one shot margin/profitability to a long term relation through
the creation and management of services in order to increase the volume of users and/or Citrix Cloud services.
(We have to provide to our partners a “profitability” simulator in order to project the

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