SOURCES: TSIA SRG All Hands on Deck for Revenue Growth – May 2014 TSIA-DV-14-018 © 2014 All rights reserved. Technology Services Industry Association (TSIA)

www.tsia.com/srg

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COMPANIES IN EACH MATURITY CATEGORY

26%We're a Product Company

Coverage Models & Sales Compensation

marketing budget spenton demand generation

multi-tier Support Offerings

63%retainers

11%pacesetterS

KEY PRACTICES THAT DRIVE PERFORMANCE

Dedicated Win-back Specialists Upsell Incentives for Renewal Reps Accelerators for Renewal Reps

DedicatedRenewal Team

0%

100%

0% 20%

75%

50%33% 33%

75%

41%

100%

13%

40%

20% 40%

75%50%

ARE YOU OPTIMIZING YOUR RENEWAL POTENTIAL?

Product reps renew contracts & sell products.

Strong capabilities for retaining contracts.

Strong capabilities for growing service

revenues.

HOW DO YOU MEASURE UP TO INDUSTRY BEST PRACTICES?

TSIA analyzed benchmark findings from 35 global companies to create a renewal maturity model for maintenance and support contract revenues.

Optimizing Service Revenue

EMERGING PACESETTER BEST PRACTICES

product lead-generation Incentives

Renewal of cloud subscription plans

Piloting adoption services

Identify unmetcustomer needs