Please assess your internal maintenance renewal process:
- Do you have a dedicated in –house renewal specialist working for your company?
- If so, what does this person cost you each year?
- If not, do you have a person that is assigned this task as well as other job responsibilities?
- What does this person cost you each year?
- What is your turn over ratio for this person? Cost of re-hiring?
- How many maintenance renewal quotes (per day?, per week?, per month?) do you send out to your resellers?
- How much time is spent on this process? What is the cost ?
- Do you have a structured, formal renewal process in place today ?
- Are your processes today optimized to capture and retain maintenance renewals?
- Do your resellers add operation costs, complexities and inefficiencies to your organization?
Please assess your external maintenance renewal process:
- How many resellers do you have in place today?
- Do you rely on resellers to capture maintenance revenues for you ?
- Do your resellers have a formal, structured renewal process in place? Describe?
- Do your resellers focus on high margin opportunities first? Renewals second?
- Do you resellers treat every end user customer the same? – regardless of the dollar size of the renewal
- Do your resellers consistently try to up-sale other products to the end user when quoting maintenance renewals?
- Do your resellers provide you monthly deal closing reports for renewals?
- Do your resellers notify you when an end user doesn’t want to renew their maintenance contract?
