| If ever there was a win-win sales opportunity
for solution providers, it's service contract renewals. Customers benefit
from the continued coverage, while solution providers add profits to the
bottom line. Conversely, when renewals are allowed to lapse and a product
fails, the customer relationship can be damaged.
That's why Helen Evans, corporate account manager at CompUSA, really
appreciates Ingram Micro's Reseller Services Portal (RSP). Some 90 days
before a service contract is about to expire, Evans receives e-mail notifications
from the RSP, opening the door to profitable renewals and upgrade opportunities.
"The Reseller Services Portal is an invaluable tool to the sales
rep who follows up on expiring contracts, as well as to the customer,"
says Evans. "It provides timely, solid leads that are easy for sales
reps to pursue and close, while ensuring that the customer receives optimal
care."
A Portal to Profits
Evans and other savvy solution providers use the RSP to register and monitor
service contracts for Fujitsu, Hewlett-Packard, IBM, Cisco Systems, Lenovo,
ADTRAN and Kodak. By automating contract management, this free tool streamlines
tracking and renewals of maintenance contracts and warranties, ensuring
capture of all available revenue. From top to bottom, the RSP has been
designed for ease of use by busy solution provider personnel.
| "The RSP provides timely, solid
leads that are easy for sales reps to pursue and close, while ensuring
that customers receive optimal care."
- Helen Evans, CompUSA
|
As an example, say you sell a Fujitsu document scanner or label maker.
The RSP allows you to register your Fujitsu contract online, at your convenience,
ensuring that your customer is immediately covered when it comes time
for services to be deployed. Registered products and service contracts
can be viewed, organized and downloaded online -- more efficiently than
with traditional Excel or paper files. You can opt-in for e-mail notification
of contracts 30, 60, 90 or 120 days prior to expiration, or download a
query at any time. You can even query the portal for a list of all registered
products sold within an account as a way to pinpoint technology that needs
refreshing.
| Reseller Services Portal
Benefits |
- Register contracts to ensure immediate service deployment.
- View and renew existing contracts purchased from Ingram Micro.
- Receive e-mail notification prior to contract expirations for
new sales opportunities.
- Capitalize on technology refresh opportunities.
- Increase service attach rates to products by identifying uncovered
assets and selling extended service plans.
|
Evans uses such features to generate considerable business among CompUSA's
corporate and public-sector accounts. "We've used the RSP for service
contract renewals for schools and universities, for large offices that
have 30 or 40 printers, for Fujitsu document scanners and much more,"
Evans says. "The RSP is a terrific tool, and we intend to keep working
it to generate new business and service our customers."
For More Information
To learn more about the Reseller Services Portal, and to register for
a WebEx training session, visit www/ingrammicro.com/resellerservicesportal.
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