Page 37 - CCAP-PAM - Citrix Cloud Accelerator Program - PAM

Lessons learned from the field –

how to support partners

STRONG SUPPORT & CRM VIP STATUS & FLEXIBLE SOLUTIONS

• F: easy change • F: customer value
• D: well prepared, planned and D: seek creative partnerships,
structured adoption over • delegate responsibility to
longer time “Follower” Innovative employees
• C: open discussing, partners partners • C: open dialogue
sometimes weak decision
• A: easy step-by-step • A: we’ll try and learn
• M: keep risks at a minimum • M: trial & error

• F: business adoption to fit to
• F: consultative support market and maintain shares
• D: TCO, financial drivers and
increased opportunities Conservative Reluctant • D: cost-savings, automation,
but lack of LoB drive
• C: no/little communication • C: little or only top-down
• A: struggle to overcome fear partners partners • A: controlled, error-searching
concerning change
• M: sales/presales will do it approach
• M: we are forced to change

STRONG INCENTIVES & ENGAGED PRE-SALES VALUE-DRIVEN SHOW-CASES & POCs

F: Focus D: Drive & Action C: Communication A: Approach M: Mindset

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