8. Get Comfortable With Cross-Selling
Okay, the contract is coming to term, you're thinking about the renewal, and you would like to give the recurring revenue a little extra bump. But increasing the rates on existing services is not likely to gain much traction with the customer, who was probably hoping that the rates for the same service would actually move downward. This often results in a compromise to leave the numbers where they are, unless you can add something new to the mix. "Cross-selling is more critical, or at least more opportunistic when you're dealing with cloud computing," Ingram Micro sales director Jason Bystrak told CRN. "Before you start the renewal process, it's important to take a close look at the customer need and see what additional offers can drive up the numbers."