by Sam Klaidman | Apr 19, 2018 | Growth
Introduction Almost one-year ago I wrote another post about attaching service contracts to new product sales. However, that post came at the subject from a different perspective. Reading both posts together will provide a more complete picture of the challenges of...
by Sam Klaidman | Jan 25, 2018 | Growth
Today, OEMs and other sellers of Capital Equipment depend on the revenue and profit from post-sales service contracts and other services to offset the declining revenue and profit from product sales. Unfortunately, the industry has adopted three different terms to...
by Sam Klaidman | Jan 15, 2018 | Growth
Introduction I recently met Joe Barkai, a well-respected Strategist, Keynote Speaker, and Author of The Outcome Economy and the Internet of Things. We had a wonderful 90-minute discussion where we covered many topics, asked and answered many questions, and generally...
by Sam Klaidman | Dec 8, 2017 | Growth
When setting up high-tech hardware service contracts, there are three immutable rules: Set prices based on value-delivered Any discounts must be earned Continuously demonstrate the value of the contract to purchasers. Each of these “rules” will be discussed in this...
by Sam Klaidman | Oct 16, 2017 | Growth
Selling is about making it easy for your prospect or customer to buy. This transformation takes service contract selling into the 21st century and is powered by new marketing ideas and concepts. Tiered service contracts When tiered service contracts were introduced...
