Installed Base Growth Success #1

The Challenge
A fortune 100 international technology systems manufacturer that operates in more than 170 countries worldwide, was challenged with effectively capturing after-purchase service contract renewals from their installed base. Although they had a sales team pursuing this business segment, they were not realizing the revenue potential they felt existed in this segment of their business.

Our Solution
Our team created a comprehensive program called IBOP (Installed-Base Optimization Program) to manage and grow after-purchase revenue dollars from the client’s installed base. Designed as a completely turn-key approach, the OCGM team created a process for improving revenue capture from the installed base, staffed teams who make customer contact, generate quotes for service agreement renewals, nurture the purchasing cycles at client accounts, process purchase agreements and revenue collection.

The Result
Over a 12-month period, our client has seen a marked improvement in virtually every metric, compared to the internal processes they had in place previously…

• An increase in Revenue per installed-base account
• A reduction in time to Service Contract renewal
• An increase in % of accounts who renew Service Agreements
• A reduction in time to collect revenue from Service Contracts

More Success Stories:
New Business Development • Sales & Marketing