Selling support is not so easy. Mostly you end up with agreements such as getting paid only if there’s a support request. If you want to provide reliable support with a well-defined response time, you need to allocate resources constantly, and that's why you need to get paid separately for the response time. The value for your customer is clearly that an experienced user, who also knows details of the project, is available whenever he or she is needed. A support contract with a well-defined response time keeps at least some of the project team members available, so the knowledge doesn’t get away.
Since my talk at Drupalcon Barcelona about a recurring revenue for Drupal shops I’ve had several discussions with other agencies about how to grow a professional and reliable Drupal support business. In this blog post I’d like to share with you the things I've learned. This is the first of a three-part series on Drupal support business.
What your clients really need
Your clients invest a lot of money in the development of their Drupal app. And like any investment, a Drupal app needs to be maintained. A client that earns money with the app you built will most likely need the following services: