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Renewing annuity contracts with federal, state, and local government customers presents some unique challenges. In particular, the procurement functions within these accounts are notorious for having the longest, most convoluted procurement processes to work through.
TSIA facilitated a one-hour phone call with several service revenue generation member companies to discuss these challenges, along with best practices for navigating renewals with public sector companies. This publication documents the challenges we heard and offers member best practices for optimizing the renewal of annuity revenues with public sector customers.
VP Research, Service Revenue Generation, TSIA
Publish Date: December 10, 2014
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Peg Rodarmel, SVP, Subscription Services, Infor
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