From the channel’s perspective, renewal calls are at least somewhat important to both relationships and channel profitability. Of those expressing an opinion, solution providers are about seven times more likely to say such calls have a positive impact rather than a negative one on the relationship and about four times as likely to say that they have a positive financial impact.

“When we look at the vendor results, we see a very different perspective,” Krakora notes. “ Here we see an overwhelming response indicating that renewal calls have a positive impact on both relationships and finances.”