Give me the renewals. Not CS

So the company I work at is a start up around $4MM in revenue.


up to this point CS has handled ALL renewals. Not terrible since the AEs have been able to soley focus on new biz.


BUT ive been digging in a little and realized a few things:


  1. CS is terrible at renewals and we have MULTIPLE accounts that are over their usage limits and CS has not up sold them at all.
  2. They have no real process to get conversations started or to make sure a new contract is signed.
  3. They do not track anything anywhere.

So Ive asked my VP to allow me to handle all non auto renewals instead of CS. Mainly because new business is really slow. And the company as a whole FOR SURE needs to have a better idea of what the FUCK is going on there.


I think we can increase revenue in a fairly impactful way here.


But im also nervous im going to uncover a bunch of problems and unhappy customers.


What would you do???

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7
antiASKHOLE
Tycoon
4
Bravado's Resident Asshole
I would do EXACTLY what you are doing. Claim that shit and show them why you or any other AE should be handed the upsells/referrals/renewals. Get that money bro!
TennisandSales
Politicker
1
Head Of Sales
Hahaha thatโ€™s for sure apart of it.

I also want to show leadership i can help grow the business in ways they didnโ€™t think of. If this project is successful i see myself being viewed as a higher asset. So itโ€™s a little selfish but i do believe itโ€™s the right idea and best interest for the company and clients.
antiASKHOLE
Tycoon
4
Bravado's Resident Asshole
Always do what you need to in order to protect your ASSet and make your ASSet more valuable.
TennisandSales
Politicker
1
Head Of Sales
im all about that ASSet!!! ๐Ÿ’ฐ๐Ÿ‘๐Ÿ’ฐ๐Ÿ‘
jefe
Arsonist
3
๐Ÿ
Stake your claim and make it happen.

Worst case they say no but it shows your drive.
TennisandSales
Politicker
1
Head Of Sales
for sure! I actually see the worst case scenario being the CEO says YES and then the VP of CS gets pissed at me for uncovering the shortcomings of their team ๐Ÿ˜‚๐Ÿ˜‚๐Ÿ˜‚

But we will cross that bridge when we get to it.
CuriousFox
WR Officer
3
๐ŸฆŠ
Get your money. Know problems are gonna arise regardless. Might as well get compensated.
TennisandSales
Politicker
2
Head Of Sales
thats what Im saying!!
CuriousFox
WR Officer
1
๐ŸฆŠ
Well ok Tina you ain't gotta yell at me
TennisandSales
Politicker
2
Head Of Sales
you just get me so excited!
Notmyrealname
Politicker
2
AE
We just went through this at my org. We were about to lose some big name clients as CS had given up on the renewals. Sales got brought in to help. Solved minor issues, renewed contract, and upsold. Biggest accounts were taken off CS and given to sales. Upsell counts towards new biz targets so all is good. But it begs the question, wtf were CS doing in the first place and what are they supposedly doing now?
TennisandSales
Politicker
2
Head Of Sales
Yeah for sure! I know a lot of AEs donโ€™t want to handle renewals. And Iโ€™ve never been the biggest fan but for certain important accounts i really want to be involved.
Especially since we do t have a TON of referenceable customers, i want to do what ever i can to increase that number.
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Would you get comp'd on the renewals or are you doing it to fill time/be a good corporate citizen? I doubt you have uncovered anything your mngt doesn't already know. So unless you get paid on the renewals, I wouldn't spend much time there.
TennisandSales
Politicker
1
Head Of Sales
I dont think ive uncovered anything leadership doesnt know, but I think i have an idea on how to DO it that they have not tried before.

yes I would get comped on if the number of units in the contract increases, or if the ARR increases.
SaaSam
Politicker
0
Account Executive
We get the renewals at my company. It's pretty awesome. That's where a big chunk of my money comes from. Our CSM is awesome too, no idea if she gets any kind of commish from renewals or not but she should.

At the end of the day the way we are organized is free range across all of the US. Once you engage with a prospect and move into the demo stage you own that account in it's entirety. Responsible for cross selling, up selling, and renewals. The kicker is, we have to hit our quota for new logos in order to commission out on anything we do with existing logos.
TennisandSales
Politicker
2
Head Of Sales
oh wow! this is a pretty interesting model where they will hold commission on existing customers if you dont hit new business numbers.

Do you like that?
SaaSam
Politicker
1
Account Executive
I mean, I'd prefer not to have to qualify to get the renewals but it's an effective way of ensuring growth and performance without the typical threat of a PIP. It's motivating because of the upside so we're chasing a goal rather than trying to outrun a punishment.
TennisandSales
Politicker
2
Head Of Sales
interesting take! i like it
3

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AE roles asking you to do upsells, renewals, and account management a thing now?

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