INCREASE MAINTENANCE REVENUE – Maintenance revenue protection is a key
concern for many organizations today. We help our clients evaluate their
internal processes that touch their maintenance revenue stream and benchmark
practices against other organizations in areas such as pricing, support tiers, and
selling the value of and negotiating maintenance.
IMPROVE ABILITY TO NEGOTIATE MAINTENANCE – The more effectively you sell
the value of maintenance to your customers, the less you will need to negotiate
pricing and services delivered. Ensuring that your sales and services team
understands the value of maintenance and can clearly position its value is key
to maximizing your maintenance revenue stream.
ANALYZE AND REDUCE CUSTOMER DEFECTION RATES – Sometimes the biggest clue
as to where your energies should be spent is with the customers that are no
longer paying maintenance to you, or have dropped maintenance on certain
components of your solution. A targeted campaign to uncover information and set
up tracking mechanisms moving forward can help you see the patterns and trends
in your customer base that require action.
IMPROVE MAINTENANCE PRICING STRATEGIES – Pricing is the biggest area
that affects maintenance revenue. We help organizations overcome struggles with
positioning maintenance value. We help their professionals master the skills of
matching customer needs to services they are willing to pay for, and advise on
the steps to follow to ensure competitive pricing.
DEFINE AND EXECUTE MAINTENANCE MARKETING STRATEGIES – It doesn’t matter
how great your maintenance plans are or how easy you are to do business with if
you haven’t communicated these value propositions. We help clients establish
effective marketing campaigns to win customers, understand and prevent customer
defection, as well as “up-sell” customers to more comprehensive maintenance
plans.
DEVELOP AND COMMUNICATE YOUR ‘VALUE FOR MAINTENANCE’ STORY – It all
begins with your ability to articulate your company’s “value for maintenance”
story. Are you confident that your customer-facing employees can explain and
sell your story effectively? Most organizations are great at selling the value
and benefits of their products and services, but do a poor job of selling the
value of maintenance. We help our clients identify and clearly articulate what
sets them apart from the competition when it comes to maintenance.