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Mastering the ABCs of Higher Global Service Renewals- and Revenue

Sponsored By ServiceSource

Topics:: Budgeting & Planning; Business Software; Technology

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Abstract:: With product sales remaining sluggish, increasing service renewals can significantly boost revenue. Industry averages show that technology companies capture only about 85% of their potential renewal opportunity. Renewal rates for European operations are even lower�often as low as 45%. Improving these rates can increase global service revenue substantially. But the cost of supporting an expanded European team to sell service contract renewals can seem prohibitive. You can maximize global renewal rates without incurring excessive costs. From working with global technology companies, ServiceSource has defined the essential ABCs for effective European service contract renewal:

A - Address the differences in the European market.
B - Better manage underperforming channels.
C - Cut reliance on auto-invoicing.

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Released: October 18, 2010

Length: 9 pages

Format: PDF (385 kb)

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