Page 13 - CCAP-PAM - Citrix Cloud Accelerator Program - PAM

Considerations to take, when

preparing to start selling CCS

• Our business value and key differentiators must be more clear to avoid their thoughts

around just another cloud
• Ability to talk to customers about the value of cloud services, being confident in bringing

value to customers

• Own enthusiasm to talk about cloud services
• Not knowing customer targets in upper c-levels but more on execution level

• How to remove road blocks internally and externally

• Net new cloud business is completely different compared to migration

• Different skill set and type of partner rep. The farmers more trust in migration scenarios
whilst jung hunters go for new cloud business

© 2018 Engage ESM All Rights Reserved 13