Presenting the Citrix Access Strategy Executive Whiteboard

This course teaches Citrix accessPARTNER network members and Citrix sales professionals how to use the Executive Whiteboard, an interactive discussion tool for presenting Citrix access infrastructure as the solution to both the executive's IT objectives and the customer's specific business challenges. The goal of the Executive Whiteboard is to gain executive sponsorship of a Citrix access strategy assessment that leads to a buying decision. Using the Executive Whiteboard to gain executive sponsorship can help learners accelerate the customer's buying process cycle. This course reinforces the sales concepts presented in CTX-1611AW Citrix Sales Methodology and demonstrates how to use the Executive Whiteboard as part of the "Executive Sponsorship" step in the Citrix sales process. The whiteboard script discussed in this course teaches the key questions to askthe customer - and the presentation movements to make - to be able to develop an understanding with the customer on how a strategic approach to access yields both cost savings and a platform for more flexible decision-making.

This course is intended for Citrix accessPARTNER network members.