Can Discounts Lead to Higher Service Sales? Tom Brown's Perspective

This perspective addresses a challenge presented in a ServicesRevenue business case listed under Case Studies or Relevant Links Lee should not acquiesce to Pete’s request. Here’s what customers are saying: Business value is what it’s all about.  The best way solution providers can be helpful to customers is to understand their business.   It is often too easy for Sales to discount services for several reasons. Sales are either not incentivized on selling support plans or they receive very little commission on them. They rarely discount software on which they receive full commision. The value of support is rarely communicated effectively to a prospect during the sales cycle - it’s all about selling software. Support is an afterthought.