TSIA World: Envision Registration Open
Live at the Aria in Las Vegas • Oct 17-19, 2022
Where business transformation is brought to life: https://www.tsia.com/conference
Live at the Aria in Las Vegas • Oct 17-19, 2022
Where business transformation is brought to life: https://www.tsia.com/conference
How to avoid giving CS away for free
ThomasLah
Executive Director & EVPMember | Guru ✭✭✭✭✭
Attendee from Orlando wants to know how to prevent sales reps from giving away CS for free.
Couple of quick tactics:
- Have clearly defined CS offers that do have defined prices.
- Clear discounting policies that sales reps are held accountable to follow.
What other top practices that folks pursue to address this issue?
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Answers
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I've seen cases in which the internal cost or value of CS given away for free is deducted from the revenue or gross margin that is commissionable to Sales and/or applied to quota retirement.
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Back on the days, I offered "free CS" only if backed up by Vendors/Partners cost, to drive adoption and partner incentives programs. Next step was combining CS services to the Services portfolio.
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