How to Pivot to a Service Model to Sell Technology as a Service and Build RMR

Jan 7, 2020 5:17:00 PM by: Paul Metzheiser

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

Why & How Integrating AV as a Service Models Can Increase Recurring Monthly Revenue

Dec 19, 2019 10:42:52 AM by: Jill Duran

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

2 Important Reasons You Need To Make Monthly Payment Recommendations On Technology Equipment Sales

Dec 3, 2019 8:20:00 AM 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

4 Ways To Build Recurring Revenue & Increase Profit Margins On Equipment Sales

Oct 12, 2019 8:20:00 AM by: Jill Duran

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

How to Sell More Multiyear Support Contracts & Increase RMR

Apr 25, 2019 12:08:28 PM by: Jill Duran

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

The Key to Help Technology Solution Providers Capture More Multi-Year Maintenance

Aug 23, 2018 4:57:00 PM by: Jill Duran

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

Give Customers Technology Solutions They Demand While You Build Recurring Revenue

Aug 6, 2018 2:18:05 PM by: Jill Duran

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

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