Renewals, retention and expansion

Skills you'll practise

• Identify renewal risk signals from account data
• Calculate net and gross revenue retention for a cohort
• Plan a value review before renewal
• Propose expansion only where need is shown

Course outline

1. 1.Renewals, retention and expansionVideo · 2 min
2. 2.Renewals are won all yearLesson · 18 min
3. 3.A renewal timeline that starts earlyLesson · 14 min
4. 4.Expansion that serves the customerLesson · 12 min
5. 5.Renewals, retention and expansion: knowledge checkKnowledge check · 19 questions
6. 6.Renewal review with a low-usage customerScenario
7. 7.Final exam8 questions · passing it completes the course, so people who already know the material can test out

Sources it draws on

The lessons and questions are written from these references, so learners can go back to the original.

• General consultative-selling practice (discovery, qualification, value)
• General business-finance fundamentals (revenue, cost, gross margin, budgets)