Strata-SERIES: RMR Programs – Not Just Revenue, A Redefined Client Relationship

Introducing A New Article Series on RMR Programs

Cover of Residential Systems December issueHave you seen the December issue of Residential Systems Magazine? I wrote the cover story, “Maintaining Customer Joy” (online as: Maintaining Customer Joy Through Service Plans), a detailed article about the benefits and challenges of implementing a recurring monthly revenue (RMR) program in an integration company. In that story, I interviewed four top integrators who all had successful RMR programs, about the trials and tribulations of establishing that program…and the benefits they derived from it.

In researching RMR programs, I learned that they are much more than a revenue stream – they literally redefine the relationship with the client. I had uncovered more than I expected…so much more…

A new Strata-SERIES on RMR programs – redefining the client relationship…

Strata-SERIES RMR ProgramsThe article in Residential Systems includes a good amount of information that we received from these four integrators, all of whom were quite generous in sharing their stories. Each of them told a compelling, in some cases harrowing, tale of the process they went through to implement an RMR maintenance program. They share tricks in making the program work, as well a tips on how to survive the process of creating a saleable package.

However, in the course of researching the story, I had officially interviewed seven people, and unofficially spoke with another six people for a total of 13 interviews. As a result, I had a lot of really detailed information about RMR programs and the many challenges in making them happen. Much more than my friends from print media could handle.

So, with the full permission of Residential Systems, I am offering Strata-gee readers an expanded edition of my RS cover story here. Since there is so much information, nearly twice as much information as contained in the original article, I have broken it down into a series of related posts that will be published serial form each week through the four weeks of December.

The first two installments start this week:

Installment 1Just What Kind of Business are You In?

Installment 2How We Do RMR in the Big City

 

Strata-SERIES: RMR Programs is an expanded series of articles based on my research for the cover story commissioned by Residential Systems for their December issue. Check out the original article here…or visit the Residential Systems home page here for other great stories…

About Ted

A sales and marketing specialist – primarily in the technology industry – I’ve experienced a sort of “circle of life” in business. I’ve been a mass merchant retailer, a specialty retailer, a specialty manufacturer, a large volume manufacturer, a distributor, and even represented sales representatives.

Now the owner of a marketing company that works with a variety of businesses on improving their strategic marketing and business development – I analyze issues from all angles to develop holistic solutions.


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