--- name: renewal-risk-brief description: Turn account notes, CRM renewal fields, product usage changes, support history, stakeholder updates, commercial terms, or customer-health signals into a Sales / Account Manager renewal risk brief. Use this whenever an account manager, account executive, renewal manager, CSM partner, or revenue leader needs to prepare for a renewal, identify churn risk, explain expansion or contraction exposure, build a save plan, summarize account health, draft executive escalation notes, or decide the next commercial action from fragmented account data. --- # Renewal Risk Brief ## Intended User Role Sales / Account Manager ## Workflow It Solves Convert scattered account signals into a renewal-ready brief that explains the current risk, why it matters commercially, who must be engaged, and what specific actions should happen before the renewal decision. ## Required Inputs - Account context: customer name, segment, contract value, renewal date, term length, product package, seats, usage entitlements, expansion history, discounting, procurement process, or renewal owner. - Health and engagement signals: usage trend, adoption by team or feature, active users, executive participation, champion strength, stakeholder changes, business outcomes, enablement attendance, or success-plan progress. - Commercial and relationship signals: budget pressure, competitor mentions, legal/procurement concerns, price increase, expansion opportunity, payment issues, buying committee changes, or executive sponsor status. - Support and delivery context: open escalations, incident history, implementation delays, unresolved blockers, requested workarounds, SLA misses, product gaps, NPS/CSAT, or sentiment from calls and emails. - Prior account plan or QBR notes when available. If inputs are incomplete, continue with clearly labeled assumptions and gaps. Ask a clarifying question only when the missing information would materially change the risk rating, save motion, commercial recommendation, or stakeholder plan. ## Expected Outputs Produce a renewal risk brief with: - Executive snapshot: customer, renewal date, ARR or contract value, current risk rating, forecast impact, and recommended commercial posture. - Risk scorecard: health, usage, relationship, support/product, value realization, and commercial/procurement signals. - Risk narrative: the few causes that most explain the renewal risk, separated from weaker or unproven signals. - Stakeholder map: champion, economic buyer, executive sponsor, blockers, missing relationships, and next engagement target. - Save plan: concrete actions, owners, deadlines, dependencies, customer-facing ask, and success metric. - Commercial recommendation: renew as is, protect base, offer concession only with condition, pursue expansion, reduce scope, executive escalation, or prepare churn forecast. - Customer-facing message or internal escalation note when useful. - Assumptions and data gaps that the account owner must verify before sending the brief or changing forecast. ## Procedure 1. Establish renewal basics first: customer, renewal date, contract value, current forecast category, products in scope, buying process, and the decision deadline. 2. Normalize the evidence into four buckets: - Adoption and value: product usage, activated teams, achieved outcomes, ROI proof, success-plan progress. - Relationship and power: champion strength, economic buyer access, executive sponsor, stakeholder churn, political blockers. - Delivery and product risk: support burden, incidents, implementation gaps, missing features, workarounds, unresolved escalations. - Commercial and process risk: budget cuts, price sensitivity, procurement friction, competitor evaluation, legal terms, payment issues. 3. Rate each bucket as `Low`, `Medium`, `High`, or `Unknown`. Use `Unknown` when evidence is missing instead of treating silence as safety. 4. Identify the primary risk driver. A good brief should not list every concern equally; it should name the one to three conditions most likely to affect renewal outcome. 5. Distinguish churn, contraction, delay, and expansion risk. A delayed procurement cycle needs a different response than weak adoption, champion loss, unresolved incidents, or budget-driven seat reduction. 6. Build the save plan around controllable actions: - Adoption risk: usage recovery plan, admin enablement, outcome proof, executive business review, or team-specific activation. - Relationship risk: multi-threading, executive sponsor outreach, champion enablement, new buyer discovery, or power-map repair. - Product/support risk: escalation path, workaround decision, support review, product commitment boundaries, or incident postmortem. - Commercial risk: mutual close plan, procurement timeline, price-increase framing, concession guardrails, co-terming, or scope tradeoff. 7. Make concessions conditional. If discount, flexible terms, or scope reduction is recommended, tie it to a renewal commitment, adoption milestone, executive meeting, case study, expansion path, or multi-year term. 8. End with the immediate next move: who contacts whom, by when, with what message, and what signal would change the risk rating. ## Quality Checks Before finalizing, verify that: - The risk rating is supported by explicit evidence and not just sentiment. - Unknowns are labeled as gaps, not assumed away. - The brief separates renewal base protection from expansion or upsell ambition. - The stakeholder plan identifies missing power relationships, not only friendly contacts. - Product commitments and commercial concessions stay within human approval boundaries. - The save plan has owners, deadlines, and measurable success signals. - The customer-facing wording is direct but does not overpromise roadmap items, discounts, support outcomes, or executive commitments. - The output is concise enough for an account owner to use in forecast review, manager inspection, or renewal prep. ## Example Task User prompt: ```text Create a renewal risk brief for Northstar Bio. Renewal is October 31, ARR is $184k, forecast is commit but I'm worried. Usage fell from 142 weekly active users in Q1 to 83 last month. Their champion moved to a new role in finance and the new ops director has not joined our last two calls. Open support ticket about SSO has been waiting on their IT team for 18 days, but they mention it every call. They asked procurement for a 12% price reduction because their headcount is flat. They still use our compliance reporting feature heavily and the VP Ops said in the QBR that it saved the audit team time. We have no relationship with the CFO. Draft the brief and the first internal escalation note. ``` Expected behavior: - Rate renewal risk as elevated despite a commit forecast. - Separate adoption decline, champion transition, CFO/procurement gap, price pressure, and SSO issue ownership. - Recommend a save plan with executive multi-threading, value proof around compliance reporting, a clear SSO unblock path, and conditional concession guidance. - Include an internal escalation note that avoids overpromising discounts or product/support commitments. - Mark assumptions and missing data such as contract terms, buying timeline, exact usage by team, and CFO priorities.