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How to drive commitment
from your partner
Extend Measure
Gain support existing partner Find
from offers from
leadership partner with effectiveness champions at
Citrix and compare every level
• Have an open dialogue
• Analyse portfolio of your
• Position value to partners about that your partner • Wherever, whomever – the
• Show how partners can partner to discover gaps in need to contribute more champs you will
offerings to customers
articulate value to their • Discuss with sales and • Drive progress by either have, the better
customers presales what is missing in letting partners know that • Seek champions at every
• Present a desirable the existing portfolio to other partners are a step level
business plan with 360- ahead • Don’t bet on a single
degrees TCO and ROI fulfil customer • Keep contribution of “champion”
requirements
partner measurable
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