As a renewal approaches, it’s crucial to understand how customer priorities have evolved over the course of their contract and know their concerns and challenges. Send them an automated sequence
to set up a meeting. For contacts who are difficult to reach or renewals that are fast approaching with no resolution, offer varying levels of offers or concessions based on data from their engagement and usage.
We score accounts with a usage grade, which is a combination of product usage data plus how engaged the relationship has been over the past year. This grade indicates how likely an account is to renew. We channel these metrics into different sequences to tailor approaches with different accounts.
- Renewal date in three months (or relevant time period for your business)
- Sales flow
- Segment by Product, Usage Grade, and Segment