Old Glory posted:"Too many 36 month leases?" I take it you feel 36 month leases are a dis-service to the customer, regardless of what they want.
"not getting enough net new business - relying on current customers to flip?" So you just abandon the customers you sell? ...Whether you rely on reselling current customers or not, it is still your job to keep them and convincing them that buying the same model number all over again is a difficult sell.
No, not at all. I have no problem with a 36 month lease. My argument is that lot of people rely on more on having that steady opportunity just to re up, regardless of if the customer really wants/needs to or not. I mean, if there is no product refresh, what do you say to the customer? This model is 4 pages faster than the one before?
And yes, it may not be you Glory, but I know a lot of people in the industry who simply just turn their current customer base on short term leases just to hit quota, who don't even bother with net new business. I said nothing about abandoning your customers. But why not do a 48 month or a 60 month lease? That way you have something to talk about when renewal comes. You are also doing them a service by keeping their operating (lease) cost lower than a shorter term, and you can build just as much GP if not more.