Encover® - Maximize your services revenue

We help companies like
yours uncover missing
services revenue.

Rapid Strategic Value Assessment (RSVA)

What is a Rapid Strategic Value Assessment (RSVA)?

The Encover RSVA is a quick online evaluation tool that will help you evaluate your service and subscription performance against Encover's Best Practice recommendations.

Once you've completed the evaluation, provide your name, and contact information below and we will send the results back to you, usually within 3 business days.

Upon your approval, we can then arrange an appointment with you to discuss how our Best Practice methodologies and recommendations can improve results by generating new revenues from your existing customers.

1. What process do you use to quote and sell your services or subscriptions to your customers? (check all that apply)

A. We provide our Inside Sales visibility to their upcoming service opportunities.
B. We generate quotes and email them to the Customers and/or Channel Partners.
C. We send our partners upcoming expirations on spreadsheets with the information we have.
D. Our inside sales team has a tool to generate service quotes.
E. Customers can generate their own service quotes.
F. We offer an ecommerce payment process for customers to purchase online.

2. How do your partners quote service? (check all that apply)

A. We expect partners to handle service quotes on their own.
B. We generate quotes automatically for our partners.
C. We provide a portal for our partners to see all types of service quotes.
D. We provide a price list to each partner so they can generate their own quotes.
E. We have multiple tools depending on the service program.
F. Quotes are expected to go through distribution.
G. We do not use the channel for service and subscription quotes.

3. What processes do you have to ensure your data is accurate and complete? (check all that apply)

A. We have a mandatory service registration process required before our customers or resellers can download software or request service.
B. We have a defined process for our resellers and end customer to report data corrections.
C. We record the end customer contact details on each subscription or contract.
D. We use POS data to identify who purchased the product and service.
E. We rely on our channel partners to provide us with customer information and other data.

4. What type of service or subscription offers do you present to your customer? (check all that apply)

A. For renewals, the same duration and service as the prior year.
B. For renewals, we include all expirations within a defined period.
C. We auto-renew.
D. It is based on the customer's buying pattern, including products and services.
E. We consider discounts in the prior year when generating quotes.
F. We consider service history over the prior year.

5. Your service sales strategy includes the following? (check all that apply)

A. A single method for all opportunities.
B. A minimum dollar threshold before sales activity is initiated.
C. We auto-invoice renewals.
D. Automated email campaigns under a certain dollar amount.
E. We focus on the highest value renewals first and work down the list.
F. We conduct Rescue campaigns.

6. What steps do you take to maximize the value on each opportunity? (check all that apply)

A. The sales team and Channel Partners are provided with a value proposition for each offering we sell.
B. Discounts are allowed within a threshold.
C. We have a Special Bid desk to allow discounting.
D. We enforce Mandatory Attach of service on new products.
E. We renew like for like services.
F. Reinstatement fees are enforced for late renewals.
G. Upsell options (alternate options) are included with every sales opportunity.
H. Cross options (additional options) are included with every sales opportunity.

7. What incentives do you offer your channel? (check all that apply)

A. Partners are not compensated on renewals
B. Discount based on volume of business
C. Back end rebates based on service renewal or attach performance
D. We do not use a channel model

8. When does your service sales team interact with the customer ? (check all that apply)

A. At renewal time.
B. When a customer wants to change their service or subscription.
C. At regular intervals throughout the year.
D. After a service ticket is resolved.
E. After a T&M Ticket is resolved.
F. All interactions are conducted by the channel.

9. How do you engage the channel in your service or subscription process? (check all that apply)

A. The Channel is involved in the initial sale.
B. Renewals are taken direct unless a partner proactively pursues the opportunity.
C. Renewals are sent to the channel. They are expected to follow-up or ask for assistance.
D. Channel is given an option. If they do not follow-up within xx days, a default actions is taken.
E. Rules of engagement are available to the channel at all times.
F. We do not use a channel model.

10. How do you measure your service business? (check all that apply)

A. Revenue is tracked by month or quarter.
B. Bookings are tracked by month or quarter.
C. Renewals by unit and total dollars are tracked.
D. Net New, Add-ons and Renewals are measured.
E. We measure on-time renewals.
F. Cross-Sell and Up-sells are measured.
G. Reporting is available online.

11. How do you ensure all orders are completed in a timely manner? (check all that apply)

A. There is an expected SLA for order management. However, it is based on best effort.
B. All orders are expected to be completed by order management within an SLA. Any delays are escalated to management.
C. Customers and partners are proactively notified of any issue with the outstanding order.
D. All Orders are audited to verify accuracy.
E. Orders are reconciled at least weekly to ensure nothing is lost.

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Rapid Strategic Value Assessment

We help companies likeyours uncover missingservices revenue.

Rapid Strategic Value Assessment (RSVA)

What is a Rapid Strategic Value Assessment (RSVA)?

We help companies like
yours uncover missing
services revenue.