By Cori Pearce, ChurnZero
If you are like most B2B companies, Q4 is a busy selling season, which in turn means it also becomes a big renewal period for Customer Success teams. Because so much is on the line, Q4 can be a stressful period. But, if you’re prepared for it ahead of time, you’ll have a better chance of making things work in your favor.
Follow these seven steps to proactively manage your Q4 renewals.
(Within 90 Days Out)
- Conduct Your Preliminary Research – Do preliminary research before reaching out to the customer. Check their product usage, their customer health score, and NPS scores. Understand where there have been gaps in value and also where they’ve met their goals throughout the year.
*Tip* Use data and analytics from your Customer Success Platform and/or CRM to deliver key pieces of information at scale.
- Email the Customer – This step is critical. You have done the research and it is now time to educate your customer on what they’ve done this year. Make things easy on yourself by setting up an email template where you can plug in big wins and major milestones that they’ve reached in their customer journey. You will also want to ask for a meeting in this email.