EONE BLOG

Pricing Changes: Communication Tips & Reminders for Partners


It’s no secret we’ve recently raised the prices of our products and annual maintenance fee. We’ve spent months taking partner feedback, conducting partner calls and coming up with the very best scenario for everyone involved. (If you’re a partner who hasn’t been on the calls, email us at sales@eonesolutions.com to request the exclusive links.)

We’ve moved up our prices for a handful of reasons, but it boils down to adding more value for the customer through our continued product investment.

While price increases tend to garner a knee jerk reaction of “Nope, not going to do it!” (trust me, I’ve been there), I think it’s important to communicate the ‘why’ to the customer. As a partner, you are your customer’s advocate and the one we’ve spent time with making sure to get this right for them. You are the one with the real opportunity. It’s your job to give your customer a pile of value – not just serve as the go-between for requested discounts.

So, I’ve compiled a few tips as you begin to communicate these changes. (We also have a TON of resources for you – including templated emails, faq’s, sample call scripts and more. Just ask us for them!)

  1. Remember the why. Unless it’s the customer’s birthday – they probably aren’t going to welcome a surprise. Don’t send your customer an invoice with a higher price tag without communicating why and what additional value they are receiving.

     

    For example, for annual enhancement plans, though the price has gone up, we’ve added the benefit of 2 free incidents of eOne support, made other products available at major discounts, added numerous features throughout the years without ever raising prices and continue developing plans to keep the product thriving.

     

  2. See the opportunities ripe for the picking. I’ve said it before and I’ll say it again – as the partner, you are in the best position to both serve as your customer’s advocate AND benefit from the opportunities which come from a change.

     

    Have you offered any professional services as a result of your communication on pricing changes? Think integration reviews, creating new Extender windows to capture critical or missing data, writing new and updated SmartLists, etc. If you do not take the opportunity to provide services, you’re missing out on a lot of available work.

     

  3. Seize the day. Now is the perfect time to talk about cloud-apps or discuss web-based opportunities. Want to make a stickier client? Recommend Popdock.com – a perfect reporting tool they can use across nearly all the applications they use – not just one single ERP.

     

  4. Reiterate the facts – namely that Microsoft Dynamics GP remains the best ERP on the market. The fact that ISVs, like eOne, continue to invest heavily in adding new features to their products is a sign that GP is not going away and will be around for a long, long time.

     

As a former partner myself, I want to make your life easier to communicate these pricing changes (so email my team for the resources you need) BUT I also want to challenge you: set yourself and your customer up for success and seize the opportunities right in front of you!

If you’re not communicating clearly, offering services, or talking about new opportunities available to your customers – you are leaving easy money on the table.

 

 

 

Leave a Comment





RECENT POSTS


Popdock Bootcamp - Online, Fall 2021
D365 Business Central Integration Bootcamps - Online, Fall 2021
10 Reasons Why SmartConnect Users Won't Want to Miss the eOne Event 2021!
Dynamics GP Integration Bootcamp - Online, September 2021
8 Reasons for Dynamics GP Users to Attend the eOne Event in September 2021

POPULAR POSTS


2016 SmartConnect Integration Bootcamps
Tech Tues: Automatically refreshing Pivot Tables in Excel Refreshable Reports
Happy Thanksgiving from the eOne team!
2017 SmartConnect Integration Bootcamps
New Releases of Extender and SmartList Builder

CATEGORIES

TAGS

Business Central CRM D365 Business Central Dynamics 365 dynamics crm Dynamics GP Dynamics NAV Econnect Employee Spotlight eone eOne News error Error Message Events Excel Excel Report Builder Extender Flexicoder GP integration Map Meet the Team Microsoft dynamics crm Microsoft Dynamics GP Navigation List Builder Office Relationships partners Popdock release Reporting SalesForce SalesForce.com SmartConnect SmartConnect.com SmartConnect Bootcamp SmartConnect Maps SmartConnect Office Hours SmartList SmartList Builder SmartPost SmartView SQL Tech Tuesday Templates training

Integrate & Automate without Any Code.

SmartList Data has Never Been Faster.

The Easiest Way to Report on GP Data.