posted by Dave Isenberg on Monday, January 30, 2017 in Unified Communications and IT Blog

Imagine for a moment what the NFL would look like if all players were free agents. Do you think it would be possible for a team to make it to multiple Super Bowls and have sustained success?

Let’s take Matt Ryan for example. This is a magazine cover from 2008 touting the Falcon’s quarterback as an up-and-comer of the NFL. Now, nine years later, there are rumors the Falcons may extend Ryan’s contract, even though he still has two years on the current contract. Can you blame them? His stock is at its highest and he has led his team to this year’s Super Bowl with no signs of slowing down.

The Falcons (and really the rest of the NFL) clearly understand the upside of having their quarterback on a contract. But it goes further than that. The offensive linemen, the receivers, even the kicker, are on a contract. You could argue that without contracts, it would be nearly impossible to have sustained success.

Are your clients more like free agents, or do you have them locked down?

To be clear, contracts and being locked down is not a bad thing. Just ask an NFL player.  I certainly don’t feel bad for them.

In fact, I would assume Matt Ryan likes the position he is in and I’d even argue that if his contract was coming due at the end of this year, he’d stay with the Falcons. Why? He is successful. Everything is running smoothly, and there would be new pains to leaving… a new Coach, a new system, and a new culture.

You have this opportunity with every sale you make. If you are selling your technology for cash, the customer has no ties to you, and it is painless for them to leave.

When your customer is signed up for a 36 month contract you - just like the Falcons - are able to call the shots. You can decide on if, when and for how long you want to extend their contract. The most successful NFL teams know that in a world full of variables, retaining their most important assets under their terms allows them to sustain their winning culture.

It’s time to convert you free agent clients into contracted team members.

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About The Author

Dave Isenberg, Channel Training Coordinator for the Unified Communications and IT Group, is a Certified Lease & Finance Professional who is passionate about teaching partners how to protect their margins, build recurring revenue, and retain their customers through financing. Dave joined GreatAmerica in 2000 and has spent his 16 year career in Credit, Operations, and Sales.

  1. customer service
  2. recurring revenue
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