Archive for November, 2012

Are Your Service Revenues Under Pressure?

November 11, 2012

As IT spending tightens one of the first budget line items many look at is the annual fees they pay for maintenance and support contracts. Indeed, numerous IT consultants offer to help enterprise buyers negotiate these fees down. One analyst told us he advises his clients to only pay 12% per year. That’s a far cry from the 18%-22% that most vendors are used to.
To address this challenge, we invite you to attend a unique training program, which is designed specifically for personnel with responsibility for selling maintenance & support – either as part of the upfront sale or at the point of renewal. (more…)