Defending Bossie
(Support & Maintenance Revenues)

Since the dawn of the tech industry, recurring support and maintenance revenues have been the cash cow of the business.  Today industry luminaries predict increasing pressures on maintenance and support prices as customers look more critically at where they are spending their money and what they are paying for. 

Yet in many organizations there is considerable debate on what needs to be done.  These are some of the questions being asked 

• How should we adapt to the market’s changing requirements?
• What attributes of our support offering have the lowest value, and should be eliminated to lower our costs?
• What attributes have the highest value, and merit higher investment to justify our pricing?
• How should we restructure or repackage our support offerings to maintain or increase our recurring revenue stream?
• What price levels, structures and models are appropriate given competitive offerings?
• How can we best manage discounting or other execution issues?

Value and Pricing Partners can help by bringing an external, objective point of view to the debate through

• Research on industry and competitor practices
• Market and financial analysis of alternative approaches
• Demonstrating and documenting real value
• Evaluating and measuring perceived value
• Analyzing price sensitivity
• Re-defining your offering to focus on high value attributes
• Moderating the debate through proven decision processes

An external, objective analysis supports decision makers by

• Reducing the risk of these high stakes financial decisions
• Protecting a vital recurring revenue stream
• Increase product and support service sales
• Identifying new ways to capture support & maintenance revenues
• Positioning  your firm for profitable growth

To arrange a confidential conversation about defending Bossie in your business, please contact tim@valueandpricing.com

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