Boosting Revenues: Value-Add Service Offerings
Sales cycles for value-added services varied based on the complexity of the service and customer confidence in the print provider's ability to offer a service. Ancillary services that supported print, such as finishing, mailing, data preparation or design, were reported to have lower sales cycles. More complicated services like Website hosting or development and marketing services have longer sales cycles. Understanding the sales cycle duration of different types of services is a valuable tool to guide company managers in sales planning and setting reasonable sales goals for services.
Lisa Cross is the principal analyst of NAPCO Research (a unit of NAPCO Media) where she conducts market research and analysis on emerging trends and changing dynamics in the commercial, in-plant and packaging industries, and the market forces that are driving those changes. With decades of experience covering the graphic arts and marketing industries, Cross has authored thousands of articles on a variety of topics, including technology trends, Â business strategy, sales, marketing and legislation.
