Page 2 - CCAP-PAM - Citrix Cloud Accelerator Program - PAM - Munich

Citrix PAM Workshop -

Agenda

Module 1 • PARTNER CLOUD & SERVICES SALES Module 3a • Supporting your partners transforming
BUSINESS SKILLSET MODELLING
The cloud services landscape – it is all
about change
Taking the customer approach
•
Vendor-Partner-Customer changes
•
Engaging and driving support of partners
•
Maturity journey for partners/customers
•

TAKING THE VALUE APPROACH PARTNER ACTIVITY SUPPORT
Module 2 • How you can drive value Module 3b • Your new set of ideas to engage partners

With whom you should be value-talking
•
Value versus pure objection handling
•
S.M-A-R.T. plans
•

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