Memo to Sun VARs: Another Path to R&R (Renewals and Revenue)Memo to Sun VARs: Another Path to R&R (Renewals and Revenue)
When October 15, 2010 arrives, Sun's Partner Advantage program will end. Some partners worry Oracle will take Sun support renewal contracts direct, which means partners could lose a lucrative annuity stream. Is there an alternative way for Sun partners to continue to profit from Sun's installed base while maintaining close customer relationship
September 2, 2010
By Christine Callahan 2
When October 15, 2010 arrives, Sun’s Partner Advantage program will end. Some partners worry Oracle will take Sun support renewal contracts direct, which means partners could lose a lucrative annuity stream. Is there an alternative way for Sun partners to continue to profit from Sun’s installed base while maintaining close customer relationships? Absolutely yes. Here’s how.
To off-set the possible loss of revenue and preserve customers’ hardware investment, it’s prudent for Sun VARs to turn to an Independent Service & Maintenance Organization (ISMO). VARs can then sell maintenance contracts branded as their own and sell more services since partnering with an ISMO allows for multi-vendor coverage.
There are at least nine clear reasons why Sun solutions providers should partner up with an ISMO. They include:
You will maintain and continue to grow your customer base and recurring revenue, creating a lifetime customer value.
Pricing is up to 70% off the original equipment manufacturers’ service pricing.
An ISMO never competes with you.
You can offer the service under your brand.
You own your customer relationship. Forever.
There are 100% guaranteed renewals.
You will experience improved customer retention.
You can be up and running offering service to your end user within one business day.
An ISMO can assist you with your other service needs beyond Sun so that you can provide a more complete service offering to your customers.
That October 15 deadline is looming. After that, your old partner relationship with Sun goes away. Protect your customer relationships and your revenue streams by partnering up with an ISMO. What are you waiting for? For more information visit www.servicekeytss.com/sunservice.html or call 866-441-0496.
Christine Callahan (pictured) manages channel and alliance programs for ServiceKey. Monthly guest blogs such as this one are part of The VAR Guy’s 2010 sponsorship program. Read all of her guest blogs here.
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