5 Rules Of Engagement For Recurring Revenue Success

By Kelly Crothers, VP of Global Marketing, MaintenanceNet, Inc.

While today’s new cloud-based renewal dashboards are the engines driving gains in service renewals sales for IT services providers and manufacturers, the human aspect — your sales workforce — is equally important. In fact, a huge part of strengthening recurring revenue streams and maximizing service contract renewal revenue is getting your sales team to utilize the dashboard you’ve provided them consistently and correctly.

Here are five essential rules of engagement to make that happen:

1. The “In Your Face” Factor. To execute on up to100 percent of your renewal opportunities, you need to get your renewal dashboard in front of the entire renewal sales team. Don’t keep it locked away where only managers can see it. Your staff needs quick and easy access to customer product usage information and expiration dates to ensure that renewal opportunities are not falling through the cracks. As a sales leader, it’s your responsibility to provide your team with the valuable information they need to close more deals. It’s best practice to host one version of your real-time renewal dashboard in the cloud so that everyone can work with the most up-to-date data available.

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