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Partners are confused why customers are churning. They sold a service and then only reached out in the 11th month to ask them to renew…

Renewal should be a non-event; to get there, you’ll need to look at your contracts as living documents — Offering services and software along the way.

Shelby Skrhak speaks with Patrick Dempsey , Distribution Services and Software Manager at Cisco , Eric Cieplinski , Renewals Manager at Cisco , and Kristin Travis , Senior Vendor Business Manager at Ingram Micro , about:

- How to setup a successful service practice for partners

- The importance of continuous renewals for customers

- Why the churn rate is so high for SaaS companies 

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