Press Release

Kotler Marketing & Bill Rose I.N.C. Help Technology Providers Defend Maintenance & Support Pricing

Washington DC and San Diego, CA -  Kotler Marketing Group has partnered with Bill Rose and his Industry Network of Consultants to offer a comprehensive, first-of-its kind package of sales tools and training that enable enterprise software and hardware vendors to document the value of maintenance and support.

Service, support, and maintenance now account for over 50% of revenue for enterprise vendors as a group and as much as 60% of EPS. However, enterprises have begun to take a hard look at what they spend on maintenance and support and have turned to renegotiating contracts and prices as a primary lever to reduce IT operating expenditures. That is why it is more critical than ever to be able to present an ROI-based business case showing the value of maintenance and support.

Specifically, the offering from Kotler and I.N.C. consists of the following:

• Audit and benchmarking service, with comparisons to industry best practices
• Sales tools and ROI calculators
• Defending Maintenance & Support Pricing, a training program specifically for renewal and sales teams, led by Bill Rose.

“It is now more critical than ever for enterprise technology vendors to demonstrate and defend the value of their maintenance and support contracts,” said Reuben Silvers, Technology and Communications Practice Lead at Kotler. ”Our clients' experiences show that this can be done, and that the pay-off is huge.”

This summer Kotler and I.N.C. will offer the Defending Maintenance & Support program in a series of workshops throughout North America. For more information, or to register, contact Kotler Marketing at 1-800-331-9110.

About Kotler Marketing Group: The firm is a global consulting and training firm, specializing in sales and marketing. Our philosophy is based on the work of Philip Kotler, the world's leading strategic marketer and our principal associate.  Our mission is to help clients achieve profitable growth.

About Bill Rose I.N.C.: The Industry Network of Consultants (INC) is made up of a consortium of independent consultants.  Under the guidance of Bill Rose, the INC can complete projects that cross specialty areas.  Bill will pull together the perfect consulting team and oversee the entire project through to completion. For more information, visit: www.BillRoseINC.com.