Page 7 - CCAP-PS-8 - Citrix Cloud Services Sales Pitch

The differences between the ‘starter’

and the ‘accelerator’ sales pitch

The ‘accelerator’ sales pitch The ‘starter’ sales pitch

Confirm understanding of: Gain understanding of:
• Business & IT objectives • your customer’s business objectives

• current state • the current state of IT and what it

• impact on organisation and people means for business continuity and
• future state productivity

• known stakeholders’ goals • the role of IT and it’s importance for

Gain further understanding of: business success and vision
• new stakeholders, their • Decision making chain and what

preferences and targets stakeholders to talk

• decision making “sociogram” • Objectives should be:
• solidify path of next steps • position the value with Citrix Cloud

Objectives should be: Services

• position Citrix Cloud Services • generating IT and business

• generate IT outcomes to TDMs outcomes to TDMs and if possible
• generate business outcomes to also BDMs

BDMs • find Citrix champion to support the

• next steps to go onward positioning of Citrix offerings

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