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A high-margin revenue opportunity is sitting right underneath you; service contract management and channel enablement can help you tap into it. When I am driving, I never get lost. And if I do, I usually don't admit it. But recently, I found myself going completely the wrong way on a local toll road outside of Denver during a business trip. I hadn't had time to grab cash at the airport and was soon paying out my very last 50 cents at the toll basket to exit and turn around. The problem is, I also had to pay another 50 cents to get back on the road. I looked into my very empty wallet, and then I remembered a traveler's trick. At the toll basket to the on-ramp, I stopped and opened my door. Amazingly, a whole pile of change was sitting on the roadway where travelers had missed when they tossed their coins. I had my 50 cents and probably enough for breakfast, too! Sometimes the easiest money is literally sitting right underneath us. But, you have to know where to look. Today, many manufacturers are seeking new revenue opportunities through
new product introductions and channel expansion. While these are
important, there is an easily accessible high-margin revenue source
sitting right in front of you: service contract revenue from the installed
base. This revenue is high-quality revenue: It's recurring, it's high-
margin, and it comes from those that already know you-your installed base.
And one of the most effective ways to pump up that revenue is to engage
your channel partners. A combination of people, processes, and technology
can help transform your service contract business into a strategic
revenue-generation engine for both you and your channel partners. © Copyright 2000-2008 Encover Inc. All Rights Reserved. |
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