It is statistically proven, you are 6 times more likely to capture multiyear maintenance at point of sale with a monthly payment or finance contract. And you know that capturing multiyear maintenance equates to recurring revenue for you. So, which price tag should you present if you want a customer to agree to said multi-year maintenance?
After over two decades in the industry, we have found partners who position monthly payments capture three, four, and five year maintenance contracts on 60-70 percent of sales. However, the same thing occurs only 10 percent of the time with cash purchases.
"You can only capture multiyear maintenance 10 percent of the time on cash purchases."
The revenue model is shifting and the ability to secure recurring revenue is becoming critical to your success as a technology solution sales professional. Building support into a monthly finance program is simple.
