Page 99 - CCAP- Citrix Cloud Accelerator Program - PAM - Amsterdam

Partner challenges and how to

manage objections

Pricing Partner issues Citrix challenges General challenges

ROI calculator Unclear demarcation point of Owner of data Loctation of cloud (GDPR,…)
responsibilities SI/Citrix
Impact on existing revenue Citrix have no SaaS strategy End user maturity
Lack of cloud skills
Discount at end of year 1 MSFT=good enough Perception of cloud
IT staff at partner Wording ”cloud”
No concurrent users at “fair” Access to cloud demo
price Resource allocation Easier to do renewals
Collateral (Sales IQ)
Economics of the offering Building services on CCS

Not real cloud licensing No track record yet for cloud
Cloud+MS total cost solution Change of business model

Workspace premium plus not (few references)
Struggle to use DOTI Sales compensation models mature only XA/XD Lack of scalability

D.R. 32% only the 1 time Partners’ own clouds services Citrix cloud not a real cloud Legal requirements e.g. GDPR
st
subscription
Cloud+MS total cost solution Positioning on customer (sales No value added compared to
cycle) Citrix legacy prem
1 yr. service, 2 nd yr ? Many vendors /diff. cloud
st
stories

Long term commitment

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