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New Report: Support Sales and Marketing Maturity
ServiceXRG’s new report describes a groundbreaking maturity model that you can use to assess and improve your ability to increase sales and marketing effectiveness. This report identifies five fundamental competencies for successful support sales and marketing activities.
- Portfolio Maturity
- Marketing Maturity
- Support Sales Maturity
- Contract Renewal Maturity
- Sales Performance Maturity
The Benefits of Sales and Marketing Maturity
Is it worth the time and effort to focus on enhancing the maturity of you support sales and marketing competencies? Companies that require their sales reps to always quote support with product sales attach support contracts at the rate of 91% compared to companies that seldom quote support with product proposals which yield only a 33% attach rate. Mature sales and marketing efforts that can target specific customer segments are over 60% more effective in selling support.
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Performance Metric
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Sales Maturity
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Basic
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Optimized
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Attach Rate
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39%
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98%
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Renewal Rate
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58%
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94%
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Support Revenue as % of Total Revenue
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19%
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30%
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% of Customers Under Contract
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47%
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94%
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To receive your complimentary copy of this report,
please complete the request form.
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What others say about us:
“ServiceXRG is a boutique research shop run by people who really understand the services business and really understand numbers. They produce by far the best, most timely and most actionable analysis in the whole support and services world.”
Jeff Tarter, Executive Director, Association of Support Professionals
“ServiceXRG offers us credible guidance that can only be derived from extensive industry experience and thorough, up-to-date market coverage. Their timely delivery of top-quality market analysis makes them an invaluable virtual member of our services product management team. We rely on ServiceXRG to advise us in our most critical service portfolio decisions.”
Hal Stanley, Sr. Director, Product Management Service & Support, Symantec Corporation
“I have found ServiceXRG to be the only complete and viable source for market research specific to our business. Both their concentration on technology services and their ability to provide custom views from their research data have been invaluable to our business.”
Casey Keller, Director Client Support, Financial Software Publisher
“When I need timely data on the Support industry, ServiceXRG is the first analyst firm I call.”
Todd Chipman, Senior Director, WW Services Marketing, BEA Systems
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