Module 5: Software Support

Value of Software Support

By having a service solution that provides them with software support, your customers:

		Reduce their network operating costs.
		Increase their network agility.
		Reduce the risk of becoming vulnerable to competitors with more robust network service offerings.

Of the benefits listed above, one of the most important points to emphasize with your customers is that having a service solution in place that provides them with software support saves them money by eliminating the risks associated with paying time and materials costs associated with individual updates.

By not having a service solution in place that provides them with enhancements and support to their network operating or application software, your customers must pay a separate cost for each individual release they wish to purchase. In some cases, the individual cost of one enhancement is equal to or more than the cost of a service program that can provide those entitlements.

With most service programs, customers pay an annual flat fee to receive support that provides them with software entitlements. In m any cases, customers may not understand the flat fee paid for a service offering can be equal to or less than the amount they would pay for an individual update or fix.

Additionally, without a software support solution in place, customers may not be able to integrate new technology into their networks. In the past, some customers have found themselves in the position of having to purchase a full update in order to integrate a small new technology.

In summary, make sure your customers understand if they are going to purchase updates or fixes for their software in the future, they should cover these costs under a service program that provides them with software support.

From a functional standpoint, it just makes sense.

<  Previous  |  Next  >