SECURE Methodology Framework

tara.norris

Reference Materials:

Anaplan Renewal Management Playbook (all) PP Deck

Anaplan Renewal Playbook - SECURE Methodology Framework

Booking Policy (updated FY22)

Late Renewal Policy 

Anaplan Pricing Overview and FAQ (FY22)

Model Optimization Checklist - Academy

Content Owners:

SECURE Renewal Framework

Tracking and planning for renewals 180 days in advance greatly improves our chance of retaining. Leverage the Renewal Success Secure Methodology & Timeline below to help drive your activities during the renewal cycle. Be sure to partner with your Renewals Manager to understand who is doing what. Gainsight Success Plan playbooks are auto-populated for you 180 days before your renewal. Use the playbooks to ensure you are completing all the necessary steps.

	Days to Renewal	Goals	Suggested Actions
S	180	Gain comprehensive understanding of contracts, Customer health, utilization, Value/ROI, and stakeholders	• Review subscription contract up for renewal • Familiarize yourself with overall contract landscape • Review Contract Utilization against contractual entitlements • Understand Customer Health Scorecard (Adoption, Usage, etc.) • Capture and review any existing Value insights or studies, and/or ROI Analysis • Review Customer C-Sat surveys • Identify any known opportunities for up-sell / cross-sell (Expand Pipeline) • Identify the key stakeholders and map to the personas: Model Builder(s), Business Owner(s), Anaplan Champion(s), and Executive Sponsor (budget owner) • Identify all key risks to churn or shrinkage
E	170	Connect as an Account Team, collaborate, align on risks and confirm the action plan to secure the Renewal at >100% value	• Meet with RM, AE (and engaged Partners) to discuss Customer status, learnings from recent touch-points, and perspectives • Review identified risks (relationship gaps, low adoption, competition, M&A,) • Develop a mitigation/ remediation plan for all identified risks, and ensure owners are clear. Capture tasks in the Success Plan • Understand any in-flight or potential expand opportunities. If qualified or present, engage MEDDICC • Strategize on any potential up-sell / cross-sell opportunities not yet in pipeline, and agree actions • If no expand is qualified within 30 days of renewal; RM leads. • Confirm the key stakeholders and mapping to the personas: Model Builder(s), Business Owner(s), Anaplan Champion(s), and Executive Sponsor (budget owner) • Engage the Anaplan Exec Sponsor (if there is one) and provide any detailed asks you have of them • Develop QSR strategy and plan next steps to secure the QSR meeting (export the Success Snapshot QSR Template via Gainsight). • Ensure assessment of Risk is captured in the Customer Scorecard and reflected in the Renewal Forecast
C	150	Connect with the right Customer stakeholders; with a focus on Value messaging. Create a mutual activity plan for the renewal and engage Exec Sponsor.	•Collaboratively plan the QSR with the Business Owner / Anaplan Champion, and ensure Exec Sponsor attends •Deliver the QSR touch-point and consider all points below: •Leverage the QSR opportunity to highlight the upcoming Renewal with the Customer. Ask the Customer to identify the POC on their side to work with on the Renewal, and schedule a follow-up meeting with that stakeholder •Share insights around expansion opportunities for more Use Cases and/or Users/Workspace. Focus on the additional value we can bring – use the Model Optimization Checklist in Community. •Create a clear mutual activity plan for renewal with the identified POC and ensure it is shared with the Exec Sponsor •Deliver a Moment that Matters(!) •Continue to ensure assessment of Risk is captured in the Customer Scorecard and reflected in the Renewal Forecast
U	120	Execute to the plan. Complete all tasks and keeping the Customer updated. This is where we implement the remediation plans to mediate risk and drive expansion.	• Set timeline/schedule meetings to complete activities to uphold value • Consult RM or AE in creating versions of contract to see how to protect revenue based on your usage knowledge Possible Activities: • Schedule additional Anaplan training for MBs and/or End Users • Collectively work on Value Realization/ROI assessment • Perform or engage pre-sales in Demos for additional Use Cases • Hold an EBC to build Anaplan / Customer relationships and demonstrate the Connected Planning vision • Offer Customer Reference calls • Pitch alternative use cases • Combat competitive threats • Ensure Anaplan Internal Exec Sponsor is engaged and informed • Assist RM or AE in resell efforts • Continue to ensure assessment of Risk is captured in the Customer Scorecard and reflected in the Renewal Forecast
R	60	Deliver Quote to the Customer decision-maker, and progress contract / PO process with business and procurement (led by AE or Renewals team)	• Consult RM or AE on creating versions of the contract to protect revenue & confirm ACV based on your usage knowledge • Ensure quote is in decision maker’s hands 60 days before renewal date • Re-confirm contract execution timeline and steps to close with champion and key stakeholders • Support RM or AE with PO process and timeline for Customer • Support RM or AE in the negotiation process as needed • Continue to ensure assessment of Risk is captured in the Customer Scorecard and reflected in the Renewal Forecast
E	30	Execute Renewal Contract and collect PO	• Support RM or AE with final stages of closing / securing signature • Addresses Customer questions • Ensure we have continuity in the Customer relationships, securing next touch-point and continuing to execute on plans. • Assist with PO Collection