1. Service contracts should be considered as a product to protect the customer's investment, not as an indicator of poor quality equipment

• Don't be afraid of discussing service contract options
• They increase your customer's uptime by providing fast and efficient repair turn arounds
• Free up the customer's resources to concentrate on selling

2. Product sales drive the requirement for service

• Service follows the hardware
• Add service to every product quote
• Hardware + Service = Complete Solution
• Services are products that need to be proactively sold
• Sell to your existing customer base starting with the 20% of customers that provide 80% of the revenue

3. Discussing service early in the sales cycle is critical

• Customer is in the beginning of the purchasing cycle
• Best time to produce all pieces of the solution
• Customer is looking for solution providers who understand
  their business
• Customer is more likely to be still developing a budget and can often get increases
• Educated customers already expect a service quote
• Educate your customers

4. Increased profitability

• Boost revenue through renewals
• Renewals are a constant sustainable revenue stream
• Provides additional customer contact
• Helps build loyalty - long term technology partnerships more likely to increase service attach rates
• Uncovers new business opportunities