Re-Structuring Service Plans to Promote SaaS Solutions © Copyright 2015 Action Systems Inc. 1
Service Plan vs Support Plans SERVICE SaaS Solutions PLUS Insurance SUPPORT Insurance / Maintenance Contract ONLY
Service Plan vs Support Plans SERVICE Adds functionality to POS SUPPORT Offers nothing until POS functions fail
Service Plan vs Support Plans SERVICE Adds bottomline benefits SUPPORT Prevents unplanned expenses
Service Plan vs Support Plans SERVICE Available CURRENTLY on ongoing basis SUPPORT Covers FUTURE problems
Service Plan vs Support Plans SERVICE Gets client focuses on GOOD outcomes SUPPORT Gets client focuses on BAD outcomes
SERVICE: Implies incentive to provide the best services possible
SUPPORT: Implies incentive for planned obsolescense
Service Plan vs Support Plans Sale is easier when discussing plan cost (Plan becomes selling point & negotiating tool) Adds value to deal Can be removed from upfront POS price (so monthly fee starts immediately) SUPPORT Sale is harder when discussing plan cost
When Switching from “Support” to “Service” Plan…. …..it is critically important to develop a different pitch for new prospects and for existing clients
Pitch to New Prospects Needs… A “menu” of Service Plans Choice of “Which One?” not “Yes or No?” Discount Plan for Patches & Updates ONLY A monthly service fee If plan is not included in sale price billing can begin immediately Annual cost shown on Sales Proposal
Sample “Menu” of Service Plans (Excluding Core POS)
Revise Plans & Pricing for 2015? Separate Line Items for new services unveiled at 2015 Conference Reseller decision on how much monthly fee should increase when plan includes: Credit Card Processing Gateway Service Core POS functionality as a service
Revise Plans & Pricing for 2015? Add CC Gateway for $40/mo/ store? Include core software for additional $$$ per month for the first station and another $ per month for additional stations? Identify best medium for presenting plans Web page vs Sell Sheet Importance of post sale drip campaigns
Pitch to Existing Users Usually requires equipment and software upgrade Requires changing clients’ current understanding of “Support” Should be based on a clear and compelling new “hook”
Pitch to Existing Users What messaging and collateral can ASI assist with? Would an extension on SMP Amnesty help if based on SaaS pricing?