Page 45 - Citrix Cloud Services Positioning – how to position cloud services vs. on-premise (Module 2)

Financial Selling - What-How-Why?

Role HRD MKD FD SD CSD LEG PRD

Responsibility Staff Marketing Financial Sales Customer Legal Product
Performance Performance Performance Performance Service Requirements Development

Top 5 • Reduce staff • Customer • NPV • Increased • No. of • Fulfilled • No. of
Outcomes & turnover satisfaction • ROI revenue escalations requirements products and
KPIs • Cost of hire • E-commerce • IRR • Increased • Escalation • Fulfilled services being
• Time to KPIs such as • Payback deal size time compliances digitized
competence shopping • Comparison • Minimize • No. of solved • Maintain legal • No. of new
• Training cost basket size of existing customer escalations assets products and
per employee • Click rates and new retention • Contact ways • Adaption rate services being
• Length of online solution rate • Shorter to new created and
service • Followers • Cost shift • New trouble compliances rolled-out
• Contact calls customers shooting and/or guide • Product
based upon won times lines efficiency
an action • % hardware, • Efficiency • Production
consulting & • “Betriebsrat rates
services (Germany • Product risk
only) ratio
Top 3 Oracle SalesForce SAP SalesForce CallCenter Sol. SAP CAD
Systems / IT Workday CRM FIN.SYS SAP SAP MS Office SAP
Resources Bullhorn SAP MS Office MS Office CRM Engineering
MS Office MS Office Shared storage Systems

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