6 REVENUE GENERATION

Making money in the mixed modality world of technical training

Revenue income can be achieved from two main sources, direct and indirect. On the direct side, it includes training sales, professional services and product sales teams. On the indirect side, it includes authorised training partners, channel partners and strategic alliances.

This chapter looks at the various pricing models that a training department might support, including how revenue can be generated via royalty payments, kit sales and revenue share schemes. It also considers the challenges associated with geographic pricing and how to maximise and protect revenue.

The final sections cover renewals and the role of a customer success manager in maintaining ...

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