Land a confirmed renewal at current spend, with a credible path to a +30% expansion in Q3 around the new analytics module.
Where the relationship stands
Northwind has been on the platform for 18 months. They expanded once (10 → 50 seats in Q4 last year) after the integrations rollout. The renewal cycle starts now; their procurement window closes mid-June. Priya's team has been piloting the new analytics module for six weeks and the usage data is strong.
30-minute walk-through
- 1Open and frame (3 min)Reaffirm the goal — confirm renewal, scope expansion conversation. Acknowledge their pilot results.
- 2Renewal scope (8 min)Walk through the proposed renewal — same seats, same price, June 30 → June 30. Confirm legal/procurement path.
- 3Pilot review (10 min)Share usage data from the analytics pilot. Let Priya speak to outcomes. Position the +30% expansion as a natural next step, not a push.
- 4Concerns and pushback (6 min)Make space for procurement-side objections (timing, budget cycle, comparison to internal build). Avoid debating; capture and follow up.
- 5Next steps (3 min)Confirm owners and dates for renewal paperwork and expansion proposal.
What to land
Renewal is a layup
Adoption is 94%, ticket volume is low and well-handled, and Priya is a vocal champion. Don't oversell — confirm and move on.
Pilot data tells the story
47% week-over-week growth in active analytics queries, three exec-facing dashboards built. Let the numbers do the work.
Procurement needs space
Dev's team flagged budget calendar concerns last quarter. Offer a Q3 start to align with their fiscal cycle if it helps close the expansion.
Watch for the build-vs-buy thread
Their data platform team has been hiring. If the topic surfaces, anchor on time-to-value and the ongoing roadmap, not feature parity.
What could go sideways
Northwind's fiscal year flips July 1. If the renewal doesn't close before June 15, expect a 4-6 week procurement-side delay. Mitigation: get paperwork moving in the first week of May, even if expansion talks slip.
Dev is new to the account this quarter — replacing the previous procurement lead who championed the original deal. Spend the first 2 minutes establishing rapport and shared context; don't assume institutional memory.
After the meeting
| Owner | Action | Due |
|---|---|---|
| Sam | Send renewal paperwork to Dev | Apr 28 |
| Jordan | Package pilot usage data into a 1-pager for Priya | Apr 30 |
| Sam | Schedule follow-up to walk through expansion proposal | May 6 |