Welcome to Module 3: Value of Service to Your Customer. When you have completed this module, you will be able to:

• Explain how network downtime impacts the customer
• Differentiate between a warranty and a service contract
• Explain how warranties and service contracts impact the cost of ownership
• Describe the benefits to the customer of buying service
• Describe the benefits to the customer of a network lifecycle-based solution

In the previous module, you learned about how services can benefit you, the partner. In this module, you are going to spend approximately 15 minutes reviewing how services can be of value to your customers. You will begin this module by learning about how network downtime can impact your customer.