Defending Maintenance &Support Pricing™ 

Upcoming Programs

Maintenance, service and support 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 pricing as a primary lever to reduce IT OpEx. 

The ability to present an ROI-based business case for the value of maintenance and support is now more critical than ever. Led by industry veterans with decades of experience,  Defending Price trainings equip you with proven sales strategies, skills and tools for doing so.
View full program brochure (pdf)

To register for one of our upcoming programs, please click on the location that you would like to attend. 

 June 5, 2014 Boston, MA $1,250 Register...
 June 24, 2014 Santa Clara, CA $1,250 Register...

Defending Price™ training sessions can also be conducted on-site at your facility.  To learn more about what we offer and how we can help, contact us.


“I thoroughly enjoyed the training and will be able to use the tools and techniques in my daily work.”
          - Regan Brekke, 
            Manager, Global Premium Care,
            RightNow Technologies

“This course will allow us to increase the rate of closure for our maintenance and support renewals.”
          – Greg Taylor, 
             Global Client Services,

“The training equipped our renewal team with the ability to effectively respond to customer objections. I highly recommend the program for any sales team that needs to explain the value of support.”
          - David Toulon, Head of WW Service Renewals,
            Riverbed Technology

“The sales methodology and tools, formulated by a real understanding of the way customers view IT spending decisions, provide a valuable insight into this subject area.”
          - Jason Butcher, Head of Convergence Sales,
            BT Global Services





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