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Annual Contract prep

Set the stage

Julie Zehntner avatar
Written by Julie Zehntner
Updated over 2 weeks ago

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

  • Review product usage, feature depth, and open support loops

  • Identify friction points or adoption gaps

3. Create Value Report

  • Auto-generate visuals using usage trends and outcomes

  • 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

  • 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



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