TSIA releases maintenance pricing survey

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The Technology Services Industry Association (TSIA) has published its second annual Maintenance Pricing Practices Survey.

The San Diego, Calif.-based organization gathered information on a variety of maintenance contract activities and practices. Topics included the pressure vendors are receiving from customers to reduce the fees they charge for maintenance and support services, and how vendors are responding to that pressure to protect and sustain their maintenance revenue stream.

The survey also solicited information from survey participants about service revenue and margin contributions, pricing, discounting, maintenance contract sales practices, sales compensation, sales training, maintenance contract “attach” rates, warranty conversion rates and maintenance contract renewals.