Renewal
Secure renewal and protect revenue. Tie adoption and value to the QBR narrative, align on expansion roadmap, and ensure renewal readiness.
Emotion: Trust, Commitment
Milestone events
- •Renewal timeline and stakeholders confirmed
- •Value review and QBR completed
- •Renewal closed
Customer activity
- •Executive and economic buyer engaged
- •Value and outcomes reviewed
- •Contract and expansion discussed
Internal activity
- •Renewal playbook and risk mitigation
- •QBR ownership and value narrative
- •Tie adoption and savings to renewal and expansion outcomes
Value delivered
- •Renewal readiness
- •Expansion pipeline and NRR/expansion outcomes
- •Clear value story for executive sponsor
Transformation / outcome
- •Renewal closed
- •Expansion roadmap agreed
Exit criteria
- •Renewal closed on time
- •Expansion pipeline updated
Metrics
- •Renewal rate
- •NRR
- •Renewal cycle length
- •Expansion ARR