Page 11 - Citrix Business Builder

Partner Business – Guidance & Outputs

Understand how the Partner organization is structured Organisation Responsibility
• Identify how decisions are made Chart & KPIs
• Document key players (e.g. owner, sales lead, marketing lead)
• Determine each person’s responsibilities & decision-making power Goals, Update Value
• Evaluate appropriate level of engagement for each role Strategy & Hypothesis
Objectives
Understand Partner business model
• Determine service model(s) (e.g. SI, ISV) Update Share
• Identify key offerings and areas of expertise of Wallet
• Document top solution vendors, and share of product, renewals,
services
• Identify strategic direction
• Discuss how net new business is generated

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