In addition to the jokes about our choice of Christmas hats, the points raised in our article "And that was 2018!", have sparked some interesting comments this week. The underlying theme really focused on what resellers can do to improve margin, or build more business around Professional Services in the next 12 months – so we thought you might appreciate a summary of the key points raised.
I know! The realisation that we are drawing close to the end of another year always comes as a big surprise to many of us. Although, if you take a second to look back and review where all that time went, you would hopefully see at least some highlights and achievements to celebrate.
How will you achieve your target this month? Well, if we could sell more, with every opportunity we get, that would help - right? Industry estimates put the probability of selling to a new prospect at between 5% and 20%, whilst the probability of selling to an existing customer is more in the region of 60-70%. So, if used properly, add-on services can actually strengthen your customer relationship, while bringing you more revenue, and additional margin.