Research Exclusive: Perspectives on Renewals from Vendors, VARs, Users - Strict Focus on Renewals

Given their strict focus on the renewal, vendors are less successful in generating add-on spending than the resellers. In 45 percent of cases, users who dealt with a vendor report that they did not spend anything beyond the cost of the license as part of the renewal. Resellers, on the other hand, fared much better, generating some additional revenue in three-quarters of cases, and achieving an average uplift of 50 percent.