Research Exclusive: Perspectives on Renewals from Vendors, VARs, Users
Earlier this year, Amazon Consulting and Channel Insider teamed up to determine how views on renewals differ among solution providers, vendors and customers. Researchers contacted some 500 vendors, end users and VARs to see how renewal efforts were being handled, who was taking the lead in contract renewals and what elements make up a successful renewal program.
It’s clear that while renewal calls play a major role for all involved, vendors and solution providers differ widely on methods and perceived impact renewal calls have on relationships and the bottom line.
Here are the results of the three-month project along with insights into the findings from Amazon Consulting’s President Diane Krakora.