You can't rely on inertia to renew your customers for you. You can't even rely on customer happiness or delight to ensure a successful renewal event. In the Age of the Customer, the only predictable way to ensure renewal is to ensure your customers achieve their desired outcome. And that's intrinsically linke to value delivery. When you have a renewal process based on value, you're controlling all the variables that are in your control. Learn how to achieve a Value-Based Renewal Management process in this session.
3. 3
Build a scalable renewals process, which optimizes
the likelihood of a successful, on-time renewal AND
provides visibility & predictability at the portfolio
level. Do this in a way that generates an experience
for our customer that aligns with our values.
THE MISSION
4. 4
“In the Renewal Management Element, you will
implement processes and motions aimed to
(1) provide a consistent framework for engaging your
customers throughout the renewal process and (2)
provide rollups enabling management oversight of
the renewals book of business
RENEWAL MANAGEMENT ELEMENT
8. 8
WORKFLOW COMPONENTS
Renewal KPIs: Days in Advance (DIA)
Playbook drives
behavior in line
with key Leading
Indicator of
Renewal -
Contacting &
Quoting DIA
15. 15
REPORTING & DASHBOARDS PORTFOLIO SUMMARY
Remaining Renewals
by Forecast Category Open Renewal Details
Deal by Deal details for forecast rollups & 1:1s
Use In-Line filters for quick views by Expiration Month, Forecast Category, etc.
16. 16
No
Contact
Proposal Sent
DM
Discussion
REPORTING & DASHBOARDS LEADING INDICATORS
DIA: Renewals by Expiration Month
Links to DIA Tasks in Playbook. Quickly understand renewal qualification status by expiration month. Identify
areas of focus and drive team accordingly
17. 17
Sally
Sam
Sarah
REPORTING & DASHBOARDS LEADING INDICATORS
DIA: Renewals outside of SLA
Links to DIA Tasks in Playbook. Quickly identify deals that are outside of their Days in Advance SLA