Renewal Readiness Scorecard
A green/yellow/red scorecard AMs fill out 45 days before every renewal so managers can triage risk across the book before it's too late to act.
What's inside
- 8 readiness dimensions: usage/adoption trend, champion health, exec sponsor engagement, business outcome proof, competitive threat level, budget/procurement status, contract terms fit, support/escalation history
- Green/Yellow/Red criteria definitions for every dimension
- Overall account rating rollup rule
- 45-day trigger and re-check cadence
- Manager triage actions by rating band
- Escalation path for Red accounts
Fill this out for every account 45 days before its renewal date. Managers review the rolled-up scorecard weekly across the book to triage attention.
| Dimension | Green | Yellow | Red |
|---|---|---|---|
| Usage / adoption trend | Flat or growing over last 90 days | Declining but stakeholder engaged | Declining, no explanation, disengaged |
| Champion health | Strong Champion (per Champion Strength Rubric) | Fragile Champion | False Champion or champion has left |
| Exec sponsor engagement | Sponsor attended a touchpoint in last 90 days | Sponsor aware but not engaged recently | No known sponsor, or sponsor unresponsive |
| Business outcome proof | Documented ROI/outcome data shared with account | Outcome data exists but not yet shared | No outcome data captured this term |
| Competitive threat level | No known evaluation | Rumored interest, unconfirmed | Confirmed active evaluation of alternatives |
| Budget / procurement status | Renewal budget confirmed for the term | Budget cycle in progress, no confirmation yet | Budget frozen or explicitly not confirmed |
| Contract terms fit | Current terms match current usage/seats | Some mismatch (over or under-seated) | Significant mismatch or unresolved pricing dispute |
| Support / escalation history | No unresolved issues in last 90 days | 1 resolved escalation, no lingering friction | Open escalation or repeated unresolved issues |
Overall Account Rating
- Green overall: 0 Red dimensions, no more than 2 Yellow
- Yellow overall: 1 Red dimension, or 3+ Yellow dimensions
- Red overall: 2 or more Red dimensions
Manager Triage Actions
Green accounts: standard renewal process (Script A from the Renewal Conversation Script Pack), no manager intervention needed.
Yellow accounts: AM builds a specific mitigation plan for each Yellow dimension, manager reviews the plan in 1:1 within the week, re-score in 15 days.
Red accounts: immediate escalation - manager joins the next customer touchpoint, executive sponsor from your side is looped in, and a weekly (not monthly) check-in is set until the account moves out of Red.
Cadence
- Initial scorecard: 45 days before renewal date
- Re-score: every 15 days until renewal closes
- Manager book review: weekly, sorted by rating then by ARR at risk
How to use it
AMs fill this out per account 45 days before renewal and re-score every 15 days; managers review the rolled-up book weekly, sorted by rating and ARR at risk, and apply the triage action for each band.