Page 48 - CCAP-PAM - Citrix Cloud Accelerator Program - PAM - UK

Partner transformation (cont.)

Phase 1 Phase 2

Quick to engage on courses Follower Partners
Create generic proposition Checklist
Selling behaviour - passive, not disruption, sell on cost What are your existing sales plays? Hardware / DC / Workspace
Expect a lot of heavy lifting from Citrix What business have you / done with Citrix. Product mix.
Looking for Citrix to lead What other vendors alliances?? MSFT, AWS, Google
What Spark Opportunities have they brought? Ratio
What Drive Opportunities have they brought? Ratio

Review Renewals 9-12 months in advance
Do they know who the decision makers are at the customer for Cloud Service
What is their current engagement model
Phase 3 CRM What is the exisitng customer base / profile. >500 <500 users
Are they proactivey taking the proposition to the market
How to they sell? Single Product
Take the partner through the process How to they sell? Single Product / Multiple products and suite
On-boarding - all of the key players at Citrix Have they segmented sales my vertical?
Prove that they can do it What campaigns have they planned and executed to customer base
Take the opportunity to the customer - feed the partner What other vendors alliances
Case Studies / Testamonails

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