By: Thomas Sweeny – ServiceXRG
Why do we offer support and maintenance programs? Aside from the fact that it is a highly profitable business, these services can help customers apply products more effectively and protect the value of their technology investment. It seems like a win-win proposition, yet not all customers are willing to buy or renew support. When support and maintenance programs are aligned with customer needs and the value proposition is well defined and clearly articulated, support and maintenance contract attach and renewal rates far exceed industry performance. This session will discuss what it takes to develop and position support and maintenance portfolios that customers will buy, use and renew.