Page 42 - CCAP-PS-7 - Citrix Cloud Services: Renewals, Upgrades, Cross-selling and Up-selling (Module 7)
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5 Takeaways
1 When selling renewals and subscriptions, you should focus on driving value and outcomes
2 Use a comparison-oriented and TCO-compelling approach to change renewals into opportunities
3 Understand the hard cost and soft cost avoidances for each of your customers’ business cases
4 Remember the 5-step-approach to drive successful sales cases of renewals, upgrades and TTUs
5 Customers who are successfully “managed” continuously grow as they go with the cloud
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