Free Ebook! The Case of the Long Tail.

With a market experiencing structural changes associated with the move to Cloud, BYOD, pay-as-you-use IT, and annuity sales, successful technology organizations are examining the ways in which they can maximize revenues and profitability throughout their entire business.

It is clear that there is a strong opportunity to improve the level of renewals revenue.

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Renewtrak Case Of Long Tail
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Revenue is Vanity, Profit is Sanity

The notion of prioritising renewals based on the largest revenue first initially seems inherently logical. but this focus may be at the detriment of other matters.

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Rebate, Rebate, Rebate

The process of assessing the gross profitability of a particular renewal type often fails to account for an important additional external commercial factor – vendor rebates.

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The Ubiquitous Market Triangle

In the context of profitability and available vendor rebates, it is clear that there is a case to be made for adopting a differential approach to pursuing renewals, on the basis of revenue value, and in terms of $ profitability.

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With renewal rates across the IT industry predicted to be 24.9% for 2018/2019. It is clear that there is a strong opportunity to improve the level of renewals revenue, and yet this area of opportunity remains and one that technology organizations struggle to exploit efficiently.

 

The Case of the Long Tail

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