Why Recurring Revenue Should Be On Your Radar Recurring revenue is quite the priority lately. It is not new, but if you read the narrative of most technology solution provider's financial statements, you'd think it was. Why? Wall Street likes it because of the stability it can provide over the volatility of recognizing revenue at once. If sustained, it usually beefs up a company's valuation and ... Read More
Listen closely. If technology equipment is still a large portion of your technology solution sales and you want to build monthly recurring revenue (MRR) streams, there is one thing you should be doing. Read More
Making the switch to service revenue is something many integrators know they need to invest into, but seem to be having a tough time with getting it off the ground. A lot of the struggles just have to do with old habits being hard to break. The as-a-service approach is much different than the traditional one-and-done type of selling. That is why in order to make the shift successfully you have to ... Read More
The term recurring revenue is not a new concept, but it seems to definitely be buzzing in the AV industry, especially among the big players. Truthfully, it needs to be on your radar too, if not already. Recurring revenue is predictable, sustainable stable income with a high customer lifetime value or CLV. What business wouldn’t want that? Read More
by: Jill Duran
Every customer must determine how to pay for their technology. Any technology; AV, surveillance/security, unified communications, video conferencing, data networking, etc. Whether they acquire a new solution, upgrade an old solution, or switch to a different solution, they are having a conversation about how to pay for it. You decide if you want to be a part of that conversation or not. As the ... Read More
As an integrator or technology solution provider, having a "box sale" mentality or a one and done mindset is doing a huge disservice to your profit margins. You have to capitalize on the opportunity to sell multiyear maintenance (MYM) at the point of sale if you are serious about growing your recurring revenue and profit margins. It is highly unlikely that you will be able to gain customer ... Read More
If your company sells a commodity like technology and you are not pursuing recurring monthly revenue (RMR) opportunities, your future may end up grim in the next 5-10 years. Every single indicator, in technology especially, is pointing towards the demand for services, subscriptions, access, usage, and achieving outcomes for customers. The company’s that rise up to meet this demand are going to ... Read More
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? Read More
Historically equipment vendors, regional systems integrators, national managed service providers and any other type of value-added reseller (VAR), managed service provider (MSP), integrators and manufacturers have lived a life of intermittent doses of revenue. And while all of these audiences would love to have a steadier stream to help balance their cash flow, too many are often struggling to do ... Read More
