Service/Maintenance Agreements For IP Camera Installations

I'm an old timer in the security industry but deal with smaller systems and never dealt with maintenance agreements. I will describe three systems that I have currently to give you an idea of what I deal with. 1) 15 fixed IP cameras with an i3 server in an active warehouse. Three of the cameras are outside requiring a 20' ladder to reach and the rest are inside (we use the owners lift to service). Sold for about $32,000. 2) Three fixed IP cameras with a NUUO server. One of these cameras is at a remote location and I am using Ubiquity Wi-Fi for video transmission. Sold for about $8,000. 3) Nine fixed IP cameras and one analog PTZ with auto tracking and trigger points from 4 cameras and we are using some analytics on four other cameras and another i3 server. Sold for about $26,000.

A) Do I offer different plans including replacement equipment? What are they? B) Do I offer 24 hour service? C) How do I come up with a price for the different plans? D) When do I offer the service agreement, when the system is handed over the client (for a reduced rate) or after a year? E) What am I missing?

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