90-Day Renewal Risk Checklist

Work through this on a fixed calendar from the renewal date backward. Anything unchecked at T-30 should trigger an internal risk flag — don't wait for the renewal conversation to find out.

T-90 Days

• Pull usage trend for the last 2 quarters — flat, growing, or declining?
• Confirm champion is still employed in the same role (check LinkedIn/org chart if uncertain)
• Confirm health score and churn risk score are current (rescored this month)
• Review original business case — has the ROI actually materialized?
• Identify who signs the renewal (may differ from who signed the original deal)
• Log any support escalations from the last 6 months and their resolution status
• Confirm there's no unresolved product gap or bug blocking a core use case

T-60 Days

• Refresh the business case with current-state metrics — quantify value delivered this term
• Schedule a check-in with the champion specifically about renewal (not folded into a regular call)
• Map budget cycle — does their fiscal year/budget approval window overlap the renewal date?
• Confirm procurement/legal process for this account (new MSA needed? security review due?)
• Identify any planned headcount or org changes that affect seat count or scope
• Check whether a competitor has been mentioned anywhere in the last 2 quarters

T-30 Days

• Send the formal renewal proposal/quote
• Confirm the commercial terms (price, term length, any changes) with the economic buyer directly, not just the champion
• Confirm procurement has what they need (security questionnaire, MSA redlines, PO process)
• Get a verbal or written commitment to timeline, even if terms aren't finalized
• Escalate internally any account where you have NOT gotten a clear signal from the buyer by this point
• Loop in your manager on any account still showing Orange/Red on the health scorecard

T-14 Days / Renewal Week

• Confirm signature workflow is in motion (who signs, what system, any internal approval chain on their side)
• Confirm no lapse-risk — get an interim extension in writing if signature will land after the expiry date
• Send a plain-language "here's what happens and when" note to the champion and economic buyer
• Have your manager or exec sponsor on standby if last-minute objections surface

Red Flags That Override the Calendar

If any of these appear at any point in the 90 days, escalate immediately regardless of what stage you're at:

• Champion leaves the company with no successor identified
• A formal downgrade or cancellation request in writing
• Procurement or legal engaged outside the normal renewal window
• A budget freeze confirmed by the buyer
• Radio silence (no response) for 10+ business days from every contact

Internal Risk-Flag Criteria

Flag to your manager and note in the account plan the moment any of the following is true:

• Health score is Orange or Red
• Champion turnover with no relationship rebuilt within 2 weeks
• No commercial commitment received by T-30

Renewal Conversation Openers by Stage

• T-90: "As we come up on renewal, I wanted to check in early — how's the year gone against what you set out to achieve?"
• T-60: "I want to make sure we're building next year's plan around what's actually mattered to you this year — can we walk through the business case together?"
• T-30: "Here's the proposal for the next term — want to walk through it together before it goes to procurement?"