Improve Renewals Revenue from Direct and Channel Sales

Support and maintenance contracts can be a large and profitable revenue stream for technology hardware manufacturers—often up to 50 percent of annual revenues.

But many hardware companies waste renewals opportunities, typically due to some combination of the following:

• Lack of focus and/or expertise
• Limited sales coverage
• Over-reliance on channel partners
• Dependence on traditional CRM systems that are designed to sell products. Selling renewals is totally different.

Leading hardware vendors worldwide — such as Avaya, EMC, F5, Hitachi, NEC, NetApp and Riverbed — trust ServiceSource to improve the revenue performance of their support and maintenance businesses. Hardware customers that partner with ServiceSource attain better results, including:

• Improved data management. Our customers gain a single, complete source of service revenue data. Our Service Revenue Intelligence Platform integrates and cleanses data residing in multiple systems — across product lines, divisions, geographies, and acquired subsidiaries — to provide a consistent set of manageable information on service revenue opportunity and performance.
• Improved international coverage and consistency. We enable our customers to extend their service sales into global markets—without having to invest in localized infrastructures and with good visibility into sales opportunities and performance. Our ServiceSource global selling services manage and pursue services opportunities and generate service revenue for customers around the world. And for all parties, our suite of cloud applications for service revenue management provide a consistent, real-time, process-centric view of opportunity and renewals performance.
• Channel sales enablement tools. OEM customers improve service renewals performance and margins by using the ServiceSource Channel Advantage process. It enables partners throughout the renewal sales process, gives the OEM unparalleled visibility and insights into partner performance, and helps the OEM optimize this often under–performing revenue source.
• Improved customer relationships and loyalty. Customers increase their customer touch points by leveraging our service sales experts. Our high-touch, value-selling approach improves t relationships with end customers and generates incremental sales opportunities.