| ROLE |
SKILLS ADDRESSED |
| SALES REPS |
• Articulating your company’s ‘value for maintenance’
story
• Negotiating maintenance in an initial license
• Positioning against competitors
• Handling maintenance objections and questions
• Understanding guidelines for maintenance negotiations
|
| ACCOUNT MANAGERS / RENEWAL TEAMS / FINANCE / COLLECTIONS |
• Articulating your company’s ‘value for maintenance’
story
• Negotiating maintenance
• Positioning against competitors
• Handling maintenance objections
• Understanding guidelines for maintenance negotiations
|
| CONSULTANTS / INSTRUCTORS / OTHER PSO |
• Articulating your company’s ‘value for maintenance’
story
• Maintenance negotiation techniques
• Handling maintenance objections
|
MAINTENANCE
MANAGEMENT
|
• Aligning maintenance plans with services that customer need
• Understanding the competitive landscape
• Coaching your team through maintenance negotiations
• Identifying approaches for maintenance renewals
• Understanding your value for maintenance story
• Coaching your team to confidently deliver the value for maintenance
story
• Preparing your team for maintenance objections
|
