How Do You Stop a Disastrous Service Pricing Practice?

A ServicesRevenue Business Case

Edith Wise is gravely alarmed as she listens to a couple of business analysts who tell her how the account teams plan to price support to the customer based on the customer’s call volume. As the services marketing manager, she is meeting with analysts associated with the company’s large Technical Assistance Center (TAC) to build the case for including service features in upcoming product design plans. Instead, she shifts her focus to the service pricing disaster at hand.