Press Release
Kotler Marketing & SSPA Help Technology Industry Defend Maintenance & Support Pricing
November 10, 2006. Washington DC and San Diego, CA - Kotler Marketing Group has partnered with the Service & Support Professionals Association (SSPA) to develop a comprehensive, first-of-its kind package of sales tools and training, designed to 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 now more critical than ever to be able to present a return-on-investment (ROI) - based business case for the value of maintenance and support.
Specifically, the Kotler SSPA offering consists of the following:
- Audit and benchmarking versus industry best practices
- Sales tools and ROI calculators
- Sales training
“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. ”SSPA members’ experience shows that this can be done, and that the pay-off is huge.”
For more information about the SSPA and Kotler offering, click here.
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 SSPA: Founded in 1989, the Service & Support Professionals Association (SSPA) has grown to become the largest and most influential industry trade group for technology service and support professionals. For more information, visit www.thesspa.com
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