Page 7 - CCAP-PAM - Citrix Cloud Accelerator Program - PAM

All challenges

Technical Financial Business

• Value of different CCS Editions • Struggle to articulate the value to
are not well known justify investments

• Value of CCS in collaboration with • Focus on just one vertical or • Partners struggle to elevate the
MS are not understood verticals with long sales cycles dialogue to LoB driving business

• Technicals misstrust towards and heavy compliances make the outcomes of Citrix Cloud Services
cloud solutions and services shift to cloud time/effort savvy solutions
• Struggle to articulate value add- • Invest in small and SMB deals • Enable partners to start looking
ons of CCS versus Citrix on- selling CCS is too big at Citrix Cloud Services

premise solutions • Sales teams are not motivated to holistically and not only from a

• Processes are still too position cloud and services technical perspective
complicated and take too long • CCS is not yet available as a • Partners tend to be somewhat
• Partners struggle to find the right monthly subscription slow to integrate new solutions
support to address internal know- • Channel discount reductions (SE) as they want to await solution

how leverage undercut TTU motion readiness

• Sales and presales people are not • CTX offers a transition period • Partner is not cloud-ready
motivated to change (other vendors don’t) making it • Partner-intern politics drive
• Our resellers struggle to get the hard to offer a cloud model reluctance of sales teams
story of the importance of the towards an end user for all

transport (network) layer workloads the same time.

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