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Would You
Like Service With That?
By Tim Nissen
The most daunting aspect of the software solution sale is getting
the stuff up and running for the buyer, and keeping it soloing
along.
If you have a dedicated tech staff
for this function, you’re currently among the fortunate few. If like
most your business is structured as a sales entity, the
implementation and support onus falls on your sales team. This is a
problem – taking key revenue generators offline. Facial expression
of frustration around the office is a downer, too.
Sounds bleak for solutions sales…
The remedy for solution revenue
hinges on your two primary options: staff-up with tech crew
supporting sales and manage that side of the business yourself, or
have the software companies whose products you offer provide the
services structure for you.
Whichever path you choose, here’s
what your clients need:
· Software
operations training for users (and for your sales staff) – ensure
buyers are as comfortable using their new programs as your sales
staff is in presenting them, and all will achieve desired results.
Sounds simple, but it’s striking how many people purchase software
and never even install it, driving demand for
· Onsite
software implementation – having someone experienced, either from
your company or your software supplier, provide custom program
installation and configuration at the user’s location, befitting
their existing IT wares.
· Program
maintenance – ongoing responsive tech support by phone and email,
along with periodic software updates, will keep systems functioning
flawlessly and forge long-standing relationships beneficial for all.
With your client’s service demands
comes your reward. Whether you choose the in-house or outsource
option, solutions services provide an additional revenue source.
Talk with your software reps about the profit potentials, or contact
me (tnissen@doculex.com) and I’ll walk you through what I’ve
experienced.
---------------------------------------------------------------------------------------ENX
Contributing Writer Tim Nissen is a representative of DocuLex, Inc.
Contact him at (863) 619-2638 or email:
tnissen@doculex.com.
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