The great missed opportunity?
Across the industry in 2004, IDC calculated that over 50% of all support contracts were never renewed, which is a staggering number when you consider that some predictions suggest that the value of support contracts within EMEA alone will be approaching $60bn by 2009.
Aspire’s own research has shown that there are five key reasons for the lack of completion:
- Lack / Quality of data prevents end users ever being advised that a contract is due to expire
- Management of supply chain is informal, spreadsheet based and highly reactive with minimal management reporting
- Most ERP systems are developed to manage product based transactions, not annuity business
- Higher volume / lower value contracts can cost more to close than the margin generated
- Support contracts are not treated as a sales focus, but as more of an administrative task
RenewalsManager.com™ provides the solutions to these challenges.
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At a glance
Major opportunities for regular, predicatable revenue
Better customer retention
Up-selling opportunities
Traditional obstacles can be overcome with RenewalsManager.com |
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