Page 22 - Citrix CXO Workshop

Day 2 - Quiz

1) According to Gartner, what percentage of new IT budget is allocated outside of core
IT?

2) In major purchasing decisions, at which stages do CXOs get involved the most?
3) Write down the universal Value Equation
4) What are the two Elements of the Value Equation that we tend to focus on most

frequently?
5) Which two Elements of the Value Equation are typically most important to a CXO?
6) According to Forrester, what percentage of executives believe that a meeting with a

sales person was valuable and lived up to their expectations?
7) Name a common strategic objective for a CEO?
8) Name a typical characteristic of a CXO?
9) Name a two pieces of insight that are likely to be of Interest to a CXO?

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