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.
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.
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