Recurring Monthly Revenue

Recurring Monthly Revenue (RMR) is the predictable total revenue generated from all of the active subscriptions in a particular month. It includes recurring charges from Remote Managed Services (RMS) & Security monitoring.

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Why is RMR Important?

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Recurring monthly revenue will create a stronger bond between your company and your customers. When you have this type of relationship with clients, it allows you to spend less time and money trying to acquire new ones. A steady stream of RMR can help accomplish many things: 

 

• It provides services & solutions that your customers expect.

• It provides peace of mind for your customers.

• It separates you from the competition.

• It provides added income for the company and its employees.

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How to Offer Remote Managed Services Plans to Customers: ​

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Note: Examples below use Livewire's 'Invision' plans detailed here. Your company should personalize this page to match your own offerings.

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Express:

“One of the advantages of buying your products at Livewire is our Invision Express is included in each job we complete. It is only $27.99 per month and it includes 24/7 email, text, and chat support. It also comes with Remote Repair which means we can remote into your system and oftentimes repair problems without rolling a truck." 

 

Full Service

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“I always recommend Invision Full Service to my customers because it offers 24/7 live phone support that InVision Express does not.

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“Many of my customers prefer Invision Full Service because of the proactive monitoring which troubleshoots potential issues before they arise.”

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Pro

“The great thing about Invision Pro is that we will come out annually to ensure that your equipment is running like day one and proactively update any firmware.”

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“The cool thing about Invision Pro is that you get same-day, on-site service and we will even clean your devices so that they run at maximum capacity.”

 

Security Monitoring

“We offer 4 different security monitoring plans from $34.99 to $69.99 per month. I will go through the features and benefits of each plan so that you can pick the best one for you and your family/business.”

 

RMR Expectations and Best Practices: 

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• Include a Basic Service Plan on every qualifying quote.

• Ask qualifying questions to recommend the right plan for your customer.

• Tell a story: “I always recommend this because..."

• Use marketing collateral to validate program coverages.

• Assumptive close: “Would you like to go with Invision Full Service or stick with the Express plan?"
   

Homework Assignment:

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Use the sales collateral to help your customer pick an RMR service that best suits their needs.

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