Index
Renewal and new sale have different signs and actions. Mixing them in the same funnel can hide the risk of losing the base and distorting the commercial forecast.
How to evaluate this decision
List contract, account and renewal opportunity. Define when monitoring begins and what evidence justifies each advance. A planned automatic renewal does not equate to a negotiated expansion. Separate revenue maintenance, reduction, and scope increase so that the report represents what is actually under discussion.
Criteria for comparing proposals
- Origin: create opportunities linked to the contract and avoid duplication due to repeated alerts.
- Steps: monitor review of use, conditions, decision and formalization according to the company's process.
- Result: distinguish renewal, cancellation, reduction and expansion with coherent values and periods.
A scenario to discuss with the supplier
Hypothetical example: a customer renews the base and purchases an additional module. The CRM must separate preserved revenue from expansion, without counting the total twice as new sales.
What to validate upon delivery
Test amended contracts, early renewal, and lost negotiation. Check the reconciliation between the funnel and contractual registration, including dates and values used in the forecast.
Prepare the conversation about the project
Quantum9 can structure the funnel and connect it to operational data. Enter contract types, review milestones and risk criteria to define the monitoring of the existing base.
CRM and retention · Map the company's priority