Resellers are Not 100%Focused on Maintenance Renewals

Maintenance renewals are a key and substantial source of revenues for manufacturers. In this tough economic climate, it is extremely important to focus and treat all end user customers the same, in order to retain and grow maintenance renewal revenues.

Manufacturers rely on many resellers for maintenance renewal revenues, However:

• Resellers are Not 100% Focused On Renewals.
• Resellers do not have a consistent and formal structured process in place for renewals.
• Resellers focus on high margin opportunites first, renewals second.
• Resellers tend to be account focused, not customer driven.
• Resellers do not treat all end user customers the same.
• Resellers are Reactive versus Proactive.
• Resellers consider net new business as strategic revenue, not renewals.