Summary
Set the stage for renewal by reinforcing value, preempting objections, and identifying upsell paths. This play ensures you’re talking to the right accounts, at the right time, with the right narrative.
Why this works
Focuses attention before decisions get made.
Uses data to reinforce ROI and growth alignment.
Creates room for expansion, not just retention.
Goal
For the reader: Enter renewal convos fully prepared, confident, and value-led.
For the company: Maximize retention and unlock expansion in a high-leverage window.
Accoil Signal
(1) Primary signal
Account = Active paying customer
Renewal date approaching
Engagement score is medium to high
(2) Additional insights (if applicable)
Usage of premium or advanced features
High-value or strategic tier
Decision-maker mapped
Action steps
Use Accoil Segments to isolate accounts nearing contract end
Filter by account type, tier, and engagement level
2. Analyze Change in Health Score + Value Review
Review product usage, feature depth, and open support loops
Identify friction points or adoption gaps
3. Prepare honest assessment
Assess value received vs business objective realised
Highlight key milestones and ROI signals
Personalize with team-level context
4. Engage Decision-Makers
Schedule meetings through mapped contacts
Use Accoil Connections or sync CRM to reach the right people
Frame discussions around goals, not just renewal
5. Propose Renewal Options
Offer tailored renewal packages with optional incentives (go for value first)
Position upsell based on actual product fit
6. Follow Up with Signals
Monitor for follow-up engagement using account activity views
Escalate flat or risky responses to account managers
Tag successful closes for expansion or case study follow-up
Supporting metrics
Metrics | How to measure in Accoil |
Renewal Rate | % of eligible accounts that renew |
Contract Expansion Rate | % that increase value at renewal |
Post-Renewal Health | Usage and retention trends post-renewal |