Reseller Sales - ServiceSource
Technology resellers and distributors face continual challenges in meeting vendors' expectations and hitting margin and rebate targets. As a reseller, your service renewals are often low because of:
- Competing priorities within the sales force. You may offer products from many different vendors, and your sales team is likely compensated primarily on product revenue.
- Lack of good data about service renewals. Data about service opportunities is spread across multiple systems – both within your own organization and across your different vendor partners.
- Difficulty covering the entire customer base. You may be able to focus on service renewals for your largest customers, but lack the resources to cover other segments.
- Limited service sales experience. Your sales force is well-trained to sell products, but they may lack the expertise in selling services.