Source: TSIA Service Revenue Generation Benchmark Study 2015© 2015 All rights reserved. Technology Services Industry Association (TSIA)

www.tsia.com/srg | @tsiacommunity

Maintenance and Support Revenue WaterfallThere are three major areas where you can pull levers to grow revenue.

$100M $103M

3% UP

9% down 4% down 5% UP

10% UP

$95M

100%

PRICEINCREASE

CROSS-SELLOUTCOMESERVICES

CUSTOMER ATTRITION DOWNSELL

UPSELLBut, watch out

for attrition and downsell!

AVAILABLETO RENEW

Renewal & UpsellUpsell rates must be higher than downsell and attrition

rates or your revenue will decline.

Value-Added ServicesChange the trajectory to growth by cross-selling value-added services

with compelling value propositions.

Pricing ActionSmall, annual price increases

on a large revenue base translates to big dollars.

INITIALCONTRACT VALUE

TOTAL RECURRING REVENUE

ADJUSTEDCONTRACT VALUE

LEVER 1 LEVER 2 LEVER 3

$105M