1. Re-Structuring Service Plans to Promote
SaaS Solutions
© Copyright 2015 Action Systems Inc. 1

2. Service Plan vs Support Plans
SERVICE SaaS Solutions PLUS Insurance
SUPPORT Insurance / Maintenance Contract ONLY

3. Service Plan vs Support Plans
SERVICE Adds functionality to POS
SUPPORT Offers nothing until POS functions fail

4. Service Plan vs Support Plans
SERVICE Adds bottomline benefits
SUPPORT Prevents unplanned expenses

5. Service Plan vs Support Plans
SERVICE Available CURRENTLY on ongoing basis
SUPPORT Covers FUTURE problems

6. Service Plan vs Support Plans
SERVICE Gets client focuses on GOOD outcomes
SUPPORT Gets client focuses on BAD outcomes

7. SERVICE: Implies incentive to provide the best services possible

8. SUPPORT: Implies incentive for planned obsolescense

9. 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

10. When Switching from “Support” to “Service” Plan….
…..it is critically important to develop a different pitch for new prospects and for existing clients

11. 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

12. Sample “Menu” of Service Plans
(Excluding Core POS)

15. 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

16. 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

17. 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”

18. Pitch to Existing Users
What messaging and collateral can ASI assist with?
Would an extension on SMP Amnesty help if based on SaaS pricing?