/Service Revenue Generation

Leveraging KPIs to Maximize Service Revenue Generation Performance

2018-08-28T13:42:28+00:00Contract Management, IT Inventory Management, KPIs, Service Revenue Generation, Service Revenues|

KPIs (Key Performance Indicators) are essential for measuring the success of not only your business, but the overall health and efficiency of your operations and sales processes.  A pitfall we have seen in the Service Revenue Generation industry is that companies tend to be too myopic in what measurements and areas they focus on for their KPIs.  Most Service Revenue Generation organizations mainly focus on Renewal Rate to measure the health of the business.  While renewal rate is a critical KPI, it should not be the only KPI used.  Likewise, digging deeper into how renewal rate is calculated will also shed a good deal of light on the state of your Service Revenue Generation business. It is imperative that organizations with a focus on Service Revenue Generation keep in mind that not all KPIs should be company-wide.  It is just as important to create and measure KPIs for each [...]

As IT Revenue Generation Evolves, Outsourcing Your Maintenance Practice May Be the Fast Track to Survival

2018-08-02T11:58:10+00:00Service Revenue Generation, Staff Augmentation|

Despite optimistic IT spending forecasts, IT organizations aren’t immune to turbulence. The rapid commoditization of hardware and software, paired with evolving enterprise technology adoption habits, is taking a toll on profitability. Technology manufacturers faced with shrinking product sales are leaning on their maintenance and support practices to offset the loss. But many are quickly finding that sustaining maintenance revenue with internal resources alone is easier said than done. The Complicated State of IT Revenue Generation Multiple factors have contributed to the diminishing state of tech product revenues. For starters, the profile of the traditional IT buyer is changing. More procurement decisions are being made by line of business managers – not just the IT department. This decentralization of power means each team has a smaller technology budget to pull from, impeding managers’ ability to get approval on big-ticket deployments. At the same time, the industry’s move toward as-a-service subscription models lets [...]

Why Organizations Within the Channel Should Consider Staff Augmentation to Grow Their Maintenance Practice

2018-07-31T16:46:59+00:00Service Revenue Generation, Service Revenues, Staff Augmentation|

Once an IT provider sells a piece of IT equipment, it’s tempting to simply close the door and move on to the next sales opportunity – especially when that product is already under warranty. But warranties expire, which quickly leads to maintenance contracts, which can ultimately lead to profitable relationships with customers. And failure to address and nurture opportunities as they expand ultimately results in hundreds and thousands of dollars in lost revenue.  A successful maintenance practice looks beyond the final point of sale and instead focuses on the lifecycle of the contract and the opportunity to build long-term customer relationships. The challenge most channel organizations face, however, is the lack of resources and expertise to create a successful nurture program. Internal sales teams, for example, may not have the marketing and reporting expertise needed to develop a sustainable growth plan or the technology used to manage service lifecycles may [...]