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You can put Lipstick on a Pig - But...

Cosmetic fixes will never change the nature of the beast. What I’ve learned from experience, is that superficial solutions don’t take. Especially when it comes to Read More

SaaS Recurring Revenue Management Data Management

How to increase revenue without new logos

Recently, I had the opportunity to interview Jack Johnson, VP - Service Revenue Generation Research at TSIA (Technology Services Industry Association). Jack helps Read More

Renewals Channel Recurring Revenue Management

The secret to profitable growth for todays’ channel business

Up until now, technology providers, no matter where they sit within the channel, have been blessed with decades of prosperity. Fast forward to 2020 and things are Read More

Channel Recurring Revenue Management Business Processes

Why customer retention and growth is priority for VARs/SPs

We all know that acquiring a new customer can take a lot of resources and time for resellers and service providers. And now this is further amplified with the Read More

Recurring Revenue Management VARs

What does a modern channel sales campaign look like?

In any economic downturn, companies are forced to take every opportunity to cut costs and withstand the storm as best as possible. As sales revenues and profits Read More

Channel Recurring Revenue Management Business Processes

How can tech providers survive today’s economy?

We are living in exceptionally unusual and testing times. The Coronavirus (or COVID-19) has turned our world upside down, with anxiety levels now through the roof. Read More

Recurring Revenue Management Business Processes Product Life Cycle

How can Cisco partners deliver a lifecycle strategy?

Since the initial announcement in 2018, Cisco has been ramping up its efforts to transform into a customer success (CX) focused organization. However, much of Read More

Recurring Revenue Management Business Processes Product Life Cycle

Why You Cannot Allow Low-Value Contracts to Lapse

All tech firms have maintenance contracts and/or subscriptions to renew. For many of these firms, the majority of these contracts are low in value, yet they make up Read More

Renewals Channel Recurring Revenue Management

4 Reasons Why ERP Systems Can’t Process Recurring Revenue

Enterprise Resource Planning (ERP) systems such as Oracle, SAP, NetSuite act as the transactional financial backbone of all well-run large organizations. From Read More

Renewals Recurring Revenue Management