Module 2: The Importance of Service

Warranty vs. Service

Now that you have spent some time learning about the importance of selling service to your customers in general, the next topic you are going to review focuses on a common misperception that currently exists in the marketplace. This perception has to do with the difference between having a Cisco warranty, and offering your customer a full service contract.

Over the past several years, many Cisco resellers and customers have developed a misperception that Cisco warranties and service contracts provide the same features and benefits to them.

A common generalization that some of these companies make is, “I already have a Cisco warranty on my equipment – why would I need an additional contract? Aren’t they the same thing?”

What many customers do not realize is that there are significant differences in having a Cisco warranty on a piece of equipment versus covering that same piece of equipment under a service contract. There are a variety of features and options covered under service contracts that are not covered under many Cisco warranties.

The next few pages are going to provide you with:

		A definition and overview of what each of Cisco’s warranties provide.
		A quick review of what items are included under a Cisco service contract.
		Benefits and value justifications that you can use with your customers to correct the misperception held by many people that Cisco warranties and service contracts provide the same features.

<  Previous  |  Next  >