Sage News and Discussion

I don't know if it has been published but as a Q4 promotion, Sage is qualifying N-3 reinstatement as new license sales. I never understood the strategy because if I could keep (or get the end-user back) on plan, I would have already done it. Of course, I won't turn it down if it works in my favor.

I think a typical situation would be where something is forcing the reluctant off-plan customer to upgrade - a new functionality desperately needed, a new CFO, new server/workstations, etc. The fact that you get new license credit is a plus.

Agreed and Sage could never anticipate any of these circumstances (in this case it is hardware compatibility) so why would Sage create a promotion? I don't know and I don't care but I will accept the new license credit.

Because you may not work as hard for a reinstatement where you get little or no margin but the new license credit does add value for you? IDK, just a thought... (Were you at Summit?? How come I didn't see you?)

We've done a couple of the reinstatements in the past years. They are often just about as much sales work as a new deal. Often the trigger is a change in management. In the Bad Old Days, we got no commission on the reinstatement fee, and the normal, small commission on next year's subscription. Since there is usually not much in the way of services to us in a reinstatement, that was pretty unattractive. Recognizing that some serious selling effort is usually needed to get old older customers to pay significant $$$ to come back is realistic.

TIP: You will have better luck negotiating if you do it with the customer and Sage. Read my prior update about how Sage reneged on the offer for a customer to reinstate. If the customer deserves a deal and you are comfortable with them (wouldn't do this for web prospects) then advise them of their options and see what Sage will offer in advance. For final negotiations have Sage call in to the customer. They will want to do this anyways since they appear to be horribly over-staffed and eager to prove to management that they're doing something at their desks all day...

It was the first reference I read, Wayne.

I also asked Sage to guarantee that the customer would not be able to receive a lower advertised price between now and 9/30. Sage treated me like I was delusional to believe that a better offer would come out between now and the end of Sage's fiscal year. Probably the bulk of those people have a 90 day tenure there and have not learned how Sage works. I believe that when I get the message so-and-so has moved to a new department that it's code for ""the HR department"" and they're checking out of the company.

The customer said ""don't bother if it is more than $20,000."" The initial promotional offer from Sage (purchase a new license at 50% off and make a three-year commitment to Silver Business Care) was $21,642.22. I've made the move to put the customer and Sage together to let them duke it out but it looks like the customer meant it when he said don't bother. Perhaps he understands that licensing is only a part of the budget to upgrade from 4.05.

A big push here is when you combine this reinstatement push with cross-sell of CRM (and HR and SPS and etc. etc.). If you want your integration and free server / seat of CRM, get yourself right with God! I mean get yourself current with Sage.