Maintenance renewal focus pays off for DNS Arrow

DNS Arrow has seen its maintenance renewal business rocket by 70 per cent over the past year, since diverting more focus onto this area.

In partnership with vendor Aspire, Arrow is helping its reseller base double and in some cases triple incremental business by offering a free portal that shows the status of all support contracts.

Steve Pearce, managing director of Arrow, said: “Renewals are an important area of the business from our point of view because it is a recurring revenue stream and a margin contributor. We started our renewals push three years ago.

“In many cases, renewals tend to either be delayed or left on the table and our strategy was to get a grip and capitalise on this.”

Clare Findlay, managing director of Aspire, said: “DNS Arrow is a very good partner of ours and we work closely with its reseller base to help them find revenue that has been left on the table.”