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Reach Out to Past Champions When They Change Jobs
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Key Signals
Past Champions
What’s Inside?
Playbook Overview
When should you run this playbook?
- You have active, engaged users who are on time-bound contracts.
- You’ve noticed that 90 days prior to renewal is a high churn period.
- You want to build or strengthen your expansion motion.
Who to target?
Enterprise accounts with high seat adoption and product usage nearing the end of their contract period.
Playbook goal?
Defend existing contracts from churn, with potential for contract expansion among highly active users.
Responsible teams?
- Sales (Account Managers)
- Customer Success (CSMs)
About the Author
When should you run this playbook?
- You have active, engaged users who are on time-bound contracts.
- You’ve noticed that 90 days prior to renewal is a high churn period.
- You want to build or strengthen your expansion motion.
Beginner
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How to Reach Out to Past Champions When They Change Jobs
Key Signals
Past Champions
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