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www.ASPonline.com |
ASP Forum
Selling Maintenance Contracts Overseas
"We've been very successful at selling maintenance contracts
to our U.S. customers, but we're getting a lot of pushback from
our efforts to sell the same offering in Europe. Our sales reps
say that customers there don't expect to pay extra for any kind
of services—services are supposed to be part of the purchase
price. Any advice?"
—Sonia from Syracuse
Sonia—
Being based in New Zealand, we operate overseas almost exclusively.
I can advise that we have maintenance contracts with 99% of our
client based across 40 countries including many European customers.
There are no regional or territorial issues involved, but we have
had to implement help desks across the timezones we support.
I’m not sure why you would be getting this problem unless it’s the
packaging of the service that’s not suiting the market.
—Peter Trumic
CEO
Tourplan Holdings
www.tourplan.com
+64 3 3669669
[If you have other advice on this question, please send an email to
membership director Jane Farber at jfarber@asponline.com, and
we'll post your feedback.]
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