Definition
A renewal playbook is a repeatable process for driving on-time renewals and expansion, including health scoring and executive alignment.
Example
Start renewal outreach 120 days before term end with usage review, ROI recap, and expansion options.
How to use it
- Start renewal motions early based on contract terms and usage health.
- Use multi-threaded relationships to reduce single-point risk.
- Align legal, finance, and CS timelines so paperwork does not delay renewal.
Common mistakes
- Waiting until 30 days before renewal to engage.
- Treating renewals as a procurement event instead of a value review.
- Relying on a single champion without executive coverage.
Why this matters
This term matters because small changes compound in SaaS metrics. Use consistent definitions by cohort and segment so you can diagnose retention, payback, and growth quality.
Practical checklist
- Write a 1-line definition for "Renewal Playbook" that your team will use consistently.
- Keep the time window consistent (weekly/monthly/quarterly) when comparing trends.
- Segment results (channel/plan/cohort) before drawing big conclusions from blended averages.
- Sanity-check with a related calculator from the same category on MetricKit.
- Read the related guide (e.g., Retention & churn hub: cohorts, GRR/NRR, and retention curves) for context and common pitfalls.
Where to use this on MetricKit
Calculators
- Sales Quota Calculator (Team to Rep): Sales quota calculator to estimate quota per rep from a team target using expected attainment, ramp mix, and optional pipeline coverage checks.
- Pipeline Coverage Calculator: Compute pipeline coverage ratio and expected bookings from pipeline and win rate.
- Required Pipeline Calculator: Estimate how much pipeline (and how many opportunities) you need to hit a revenue target given win rate and average deal size.
- Sales Capacity Calculator (with Ramp): Estimate period bookings capacity from team size, quota per rep, expected attainment, and ramped vs ramping mix.
- OTE & Commission Rate Calculator: Compute on-target earnings (OTE), commission rate, and compensation split from base salary, variable pay, and quota.
Guides
- Retention & churn hub: cohorts, GRR/NRR, and retention curves: A practical hub for retention measurement: churn rate, GRR/NRR, cohort retention curves, and how to set retention targets without getting misled by noise.