by Guest Author | Jul 24, 2017 | Growth
Ron Giuntini, the CEO/Founder of G35 Software, wrote this post. Introduction This post is a high-level overview of the whole service contract scene, focusing on the sales events occurring during the contract’s life. If it were a course, it would be called...
by Sam Klaidman | Jul 18, 2016 | Growth
Database integrity Database integrity must be a concern if you sell services or directly support people who do the selling. After all, how can you sell a contract without having an accurate installed base and contact information? This is what I am talking about:...
by Sam Klaidman | May 9, 2016 | Growth
Grow service revenue and the boiling frog phenomenon The world of the services executive is changing at a historic pace. You have to run faster than ever to stay in the same place. And one area causing you major grief is the need to grow service revenue. You may be...
by Sam Klaidman | Oct 5, 2015 | Customer Loyalty
When I was learning about customer surveys, I was taught that if you do not plan to take action on what you learn from a question, then don’t ask it—it made sense to me. However, now I believe that many people do not use any of the information obtained from...
by Sam Klaidman | Aug 10, 2015 | Growth
Q. I haven’t updated my service contracts in five years – is that OK? A. No. This is way too long Q. If they still sell, why should I change anything? A. Because customer needs change, and you don’t want to wake up one morning with a significant problem on...
