Support Marketing Best Practices

Support Marketing Best Practices

Support Marketing is both an art form and a science. The art of Support Marketing is demonstrated in the ways that Support program attributes are expressed as customer benefits. The science of Support Marketing is crafting and communicating the Support value proposition to prospective customers and reinforcing it with existing customers.

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Description

Support Marketing is both an art form and a science. The art of Support Marketing is demonstrated in the ways that Support program attributes are expressed as customer benefits. The science of Support Marketing is crafting and communicating the Support value proposition to prospective customers and reinforcing it with existing customers.

Support Marketing professionals must be able to describe the benefits of Support in terms that are credible and applicable to a customer’s business. An organization has successfully conveyed the value of Support when a customer believes that the benefits of support services are greater than the cost to obtain them. Because not all customers are alike, nor do they appreciate the same attributes, a one-size-fits-all approach to support marketing will not maximize support sales performance and revenue.

support marketing

Where do you Stand? Review the Support Marketing Assessment.

World-class support marketing capabilities make it possible to develop programs customers want and to convey compelling value statements that drive demand for these services.

This playbook will help you:

  • Assess your current marketing capabilities to establish strengths and weaknesses.
  • See how you compare to support marketing best practices.
  • Define a plan for implementing support marketing best practices.

This Report Includes:

Pages:

19 Pages

Step-by-Step Plays:

  • Treat Your Support Portfolio as a Product Line.
  • Define a compelling support value proposition.
  • Create a Knowledgeable Support Sales Team.
  • Enhance Support sales effectiveness with tools and resources.
  • Segment your customers.

Topics Covered:

  • Support Marketing Practices
  • Support Marketing Maturity Levels
  • Maturity Assessment
  • Support Marketing Best Practices
  • Portfolio Management
  • Program Management
  • Define A Compelling Support Value Proposition.
  • Create a Knowledgeable Support Sales Team.
  • Enhance Support Sales Effectiveness with Tools and Resources.
  • Define Customer Segments
  • Evaluate Customer Needs

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