MMI's Executive Webinar Series

MMI recently hosted a Four Part Executive Webinar Series in order to help make our audience "smarter" with regards to their maintenance practice. This well-received series provided a great deal of valuable insight around better managing renewals, finding hidden revenue opportunities, budgeting and forecasting, building your annuity business, and differentiating yourself from the competition. We are pleased to be able to share this series with you here. Please click on a pre-recorded session below to catch up on what you've missed!

Part One: Finding Hidden Money In Your Contract Renewals

Service contracts, which have been overlooked historically by most VARs, are now being viewed as important new revenue generators. Unfortunately, the process of uncovering opportunities required for effective contract management is highly complex. View this recording to learn how to:

Create more intelligent views of your client's enterprise
Design multi-year billing contracts that work
Leverage amortization and revenue recognition strategies in your favor

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Part Two: How To Build Your Annuity Business And Forecast Next Year’s Services

As hardware margins continue to decline, there are few places to turn when looking to beat the commodity game. We all know that maintenance and support service contracts are a great way to build a revenue annuity stream. Although these contracts are one of the most repeatable sources of revenue, they also tend to be one of the most ignored sales opportunities today. View this recording to learn how to:

Maximize warranty and contract expiration tools
Manage and understand renewal billings vs. warranty expiration billings vs. customer billing cycles
Teach your customers to provide you with data that leads to new opportunities on un-owned renewals

To View Webinar Recording, Click Here
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Part Three: How to Differentiate Yourself from the Competition and Lock In Your Clients!

Analysts estimate that up to 50 percent of existing technology assets are left exposed, equating to billions of dollars in lost revenue. In most cases, these unprotected assets are not the result of customers making a conscious decision to have service contracts lapse in coverage. If solution providers are repeatedly unable to inform customers of impending expiration dates, customers will undoubtedly begin to look elsewhere for service. In sharp contrast, solution providers that are able to consistently notify customers of upcoming renewal deadlines will significantly increase customer satisfaction alongside revenue. View this recording to learn how to:

Implement proactive notifications to drive revenue
Successfully use online tools with interactive contract management capabilities
Leverage multi-vendor knowledge in your accounts to block out the competition
Shield your customers from cumbersome processes and invoicing mechanisms

To View Webinar Recording, Click Here
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Part Four: How to Help Your Customer Write a RFP That Makes Sense for You!

Join MMI for the final segment of our Four Part Executive Webinar Series. If you have been following us on our previous webinars, you will have a good understanding of how important People, Process and Technology are in your maintenance business. Hopefully you have been able to put into practice some of the suggestions we have provided, but we are not done there! The next step is to help your customers write an RFP that shows your competitive differential, expands the reach of your opportunity and ultimately helps you to win the business with that customer. View this recording to learn how to: