Upcoming Renewals

Don't be caught by surprise when it comes to renewal time. Schedule a customer check-in 90 days prior to the renewal of an existing contract to understand how their priorities may have evolved over the course of the contract. Send an automated sequence from your account manager to set up a meeting to talk about their experience with your product, including their concerns and challenges.

<play> **PLAY NAME** Upcoming Renewals --- **🔁 Triggers** - Identify customers with contract end dates upcoming --- **⚡️ Actions** - Determine behavior based on Company, Contact, Opportunity or Activity data - Export - Send records to your business system (CRM, MAT, SEP, CSV) - Assign to a User - Then enroll in a Campaign (optional) --- **✅ Goal / Problem to Solve** 🔒 Retention --- **➡️ Channels** ✉️ Email, 💬 Text, 📞 Phone --- **✏️ Summary** Don't be caught by surprise when it comes to renewal time. Schedule a customer check-in 90 days prior to the renewal of an existing contract to understand how their priorities may have evolved over the course of the contract. Send an automated sequence from your account manager to set up a meeting to talk about their experience with your product, including their concerns and challenges. --- **✏️ Default Natural Language** When **leads** are **updated** in **select connection** as per **lead filters** then if **select value** **select condition** **select value** then export to **select system** as **record type** and **select campaign** and assign to **select user** --- **Explainer-Video-Script** Want to knock your renewals out of the park? Try the Upcoming Renewals play. Don’t let customers with upcoming renewals slip past you. Select a time from the renewal date relevant to your business, usually around 90 days. Now, when a company that isn’t already in renewal discussions comes within this time, enroll them in a campaign to start the renewal conversation. Ask about their experience, what they like, and what’s lacking. It’s best to create multiple tracks of this same play—differentiated based on product or engagement metrics. --- **🏷Features)** Copilot, ABM Audiences --- **🏷️ZoomInfo Data Types)** Contact Data, Company Data --- **📁 Sales Stage** Post-Sales --- **🚦 Difficulty** 🟦 - Intermediate --- **🧪Standard Operating Procedure (SOP)** ## 1. Identify Upcoming Renewals - Set up system to flag accounts with contract end dates within 90 days - Configure automatic triggers based on renewal date proximity ## 2. Segment Customers - Categorize renewals based on product, usage metrics, and customer segment - Determine appropriate renewal strategy for each category ## 3. Prepare Personalized Outreach - Create tailored email templates for each customer segment - Develop phone scripts for follow-up conversations ## 4. Initiate Automated Renewal Campaign - Launch email sequence to schedule check-in meetings - Trigger reminders for account managers to make contact ## 5. Conduct Customer Health Assessment - Review product usage data and engagement metrics - Calculate customer health score to prioritize at-risk accounts ## 6. Execute Multi-Channel Engagement - Send personalized emails from account managers - Follow up with phone calls for high-priority accounts - Consider text messages for quick check-ins ## 7. Gather Feedback and Address Concerns - Document customer feedback during renewal conversations - Identify and escalate any critical issues or challenges ## 8. Offer Tailored Renewals - Prepare upsell opportunities for healthy accounts - Develop retention offers for at-risk customers ## 9. Update CRM and Business Systems - Export renewal status and interactions to CRM - Ensure all systems are updated with latest customer information ## 10. Analyze and Optimize Process - Track renewal rates and campaign effectiveness - Refine segmentation and outreach strategies based on results --- **🪙 RAG Inputs Used (Broad)** Renewal Information, Company Information, Signals & Behavior, Account Data, Contact Information, Content Library, Messaging, Copilot AI Account Summary --- **🪙 Email tokens Used** Personalized.SubjectLine, Contact.FirstName, CompanyName, RenewalInformation.RenewalDate, SignalsAndBehavior.Engagement, ContentLibrary.Resource, Sender.Name, Sender.Title, Sender.Company, Sender.ContactDetails --- **🟨 Yield in $ Formula** Potential Yield = (TAV * CR / 100) * ADS --- **🟨 Yield Key Drivers** Conversion Rate (CR), Average Deal Size (ADS), Target Account Volume (TAV) --- **🟨 Yield Driver Definitions** Conversion Rate (CR) This metric indicates the proportion of leads that convert into customers. A higher conversion rate suggests a more effective engagement and follow-up strategy. Average Deal Size (ADS) This refers to the average revenue generated from each successful deal. Maximizing the average deal size is essential for increasing overall revenue, especially when the number of conversions is limited. Target Account Volume (TAV) This is the total number of target accounts that are identified for this strategy. --- </play>