Tag Archives: Maintenance & Support

No Value, No Job

– By Steve Robins

SAP Sacks CEO For Failing to Deliver Customer Value

Sometimes the best solution marketing is about value.

It’s been one of the most interesting solution value stories of the last 18 months: ERP vendors’ exhorbitant support prices (at Oracle’s 90% margins) and SAP’s botched attempt to raise prices even further.  It’s pretty obvious that ERP vendor greed has further weakened customer relationships while opening the door to a new cadre of support vendors.

ERP vendors charge high maintenance and support prices that are essentially insurance policies that enable their clients to receive upgrades and support.  Problem is, many companies don’t need – and can’t afford – the broad and expensive maintenance and support provided by ERP vendors, so they’ve moved to competitive support firms like Rimini Street.

Yesterday’s sacking of SAP’s CEO is only the latest chapter in this tale.   Continue reading

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Filed under Solution Marketing, Value

Oracle, SAP and the Value of Maintenance & Support Contracts

When a customer buys a solution, they expect to receive value for their purchase. Some customers are taking a fresh look at the value of their Oracle and SAP maintenance and support contracts. Continue reading

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Filed under Case Studies, Other Solution Marketing, Pricing, Value