How can you ensure customer contract renewals by demonstrating value?

This is always going to be a team effort between the sales engineer and the renewals group. I always recommend 60-90 days out from a renewal for the team to engage the customer with a health check and/or business review to ensure the product or service is continuing to operate and providing value. If not, dig into the reasons why. Is there a new staff member who needs training? Is there a support ticket stuck somewhere causing frustration? Digging into these issues rather than waiting to try and fix the problem when scrambling for the renewal is never a good idea.

Make sure customers stick around by always showing them why your product/service is a must-have. Keep them in the loop with updates and success stories. Be quick to sort out any issues, throw in some perks, and adapt to their changing needs. Basically, make them feel like sticking with you is the smartest move they can make!

Always and consensually : 1. Proactively, understand Customer Needs and direction(RM) 2. Create/Maintain regular Check-Ins (Note red alerts) 3. Provide ongoing, proactive Exceptional Customer Support- even when the customer is "green" 4. Proactively Communicate /Engage - Using multiple means (not only mail ) 5. Quantify and Showcase ROI and demonstrate it , regularly to the customer 6. Provide educational content regularly (UC. Training kits etc) 7. Highlight the flexibility and customization options your product offers. 8. Offer incentives for early renewals or extended contracts. 9. Initiate renewal discussions well in advance 10. Conduct periodic business reviews 11. Act on customer feedback --> Be transparent!!

Pour assurer le renouvellement des contrats clients, vous pouvez vous concentrer sur la démonstration continue de la valeur que vous apportez à vos clients. Voici quelques stratégies adaptées à votre profil : Solutions Personnalisées : Communication Régulière : Contenu Éducatif : Rapports de Performance : Résolution Proactive des Problèmes : Opportunités de Réseautage : Retours Clients et Adaptation : Informations Exclusives : En combinant ces stratégies, vous pouvez non seulement répondre aux besoins de vos clients sur le marché, mais également construire des relations durables qui augmentent la probabilité de renouvellement des contrats.

Agregaría que más que alinearse a los objetivos del cliente uno como Comercial debe ser genuino en la convergencia de esos objetivos y ver si realmente se puede cumplir con el Cliente de manera Integral. Veo en la mayoría de las intenciones una falta de sinceridad y compromiso, superficialidad en el plateo y de esto, el Cliente que no es tonto, lo identifica y lo distancia de la propuesta.

Firstly, make sure you understand what the customer considers to be "value" - not the twaddle spouted by your marketing people. Secondly, ask him how it will be measured, over what time frame and who will accrue it internally. Thirdly ask him what his expectations are - what looks like success to him, who else cares and what is their influence on the outcome, as well as the decision. Then you need a mutual plan that delivers the expected value and meets their expectations. Not your plan they sign up to - but one they actively contribute to. If they don't, then they are not committed to their own success and therefore you will be scapegoated for the ensuing failure. Finally make sure everyone on all sides knows the plan - no excuses.

Todo muy lindo , el tema esencial en la consecución de los objetivos organizacionales sigue siendo la selección del personal y el cuidado de su entorno laboral que permita lograr el compromiso necesario para cumplir con el Cliente, tanto en lo comprometido del producto y/o servicio como en el seguimiento posterior ( el cual en general es muy básico por parte de las empresas ) .

A customer will continue to do business with you if you deliver on your promises, successfully resolve their problems and provide them with a great experience. Ultimately, the value you deliver to your customer must be greater than the cost of hiring your services.

Ce qui est important dans le renouvellement c'est décorréler valeur et résultat. La plupart des clients vont mélanger les deux. Si le service ou le produit vendus sont systématiquement - durant l'utilisation - rattachés au résultat, difficile de faire renouveler le client. Pour moi c'est un savant mix entre résultat et valeur/ bénéfice de votre solution. Donc dès la découverte je capte le bénéfice attendu par mon client et pendant son parcours client et tout au long de la relation, je valorise le bénéfice de ma solution qui va dans le sens de ses attentes. Ainsi on détache valeur de résultat

Delivering on promises is paramount to building trust and sustaining lasting relationships with customers. Consistently meeting or exceeding expectations reinforces your commitment to their success, fostering loyalty and positioning your business as a reliable partner.

En este punto, no estoy tan de acuerdo. Por lo general al cliente que se le ha cumplido en tiempo y forma con lo comprometido, debe consultárselo de manera muy delicada para no molestarlo ya que en general el tiempo de todos está muy comprometido. Depende mucho del conocimiento que el Comercial en cuestión tiene de su cliente y si este necesita mucha atención o no. A veces lo que abunda no daña y otra veces si.

Customers are always looking into industry trends and best practices. Bringing these insights based on research and experience provides a lot of value to the conversations Knowing our own product is not enough, customers need to know more about how others are succeeding in their industry

Finding new use cases and new teams brings more value and showcase our understanding of the customer’s business. It also makes the product more « sticky » and multiply points of contacts, all the above help building strong relationships with customers and make’s renewal conversations smoother

Si estamos hablando de agregar valor a nuestro Cliente a partir de productos y/o Servicios que no conoce, estoy de acuerdo. El conocimiento del Cliente por parte del Comercial es fundamental y la distancia en la relación que tenga con el mismo es crítico. Nuevamente, al Cliente no hay que abrumarlo, si encontrar la oportunidad y el momento para que el ofrecimiento , cualquiera sea, sea bien recibido y tomado de la mejor manera para NO comprometer de ninguna manera la relación.

Spotting chances for upselling is all about tuning into your customers' changing needs and suggesting upgrades that truly make a difference for them. By consistently adding value and offering relevant enhancements, you not only keep your customers happy but also open up more avenues for your business to thrive.

De acuerdo en general aunque los 90 días pueden o no ser el tiempo adecuado. Dependerá del producto y / o Servicio y en esto el timing del Comercial es todo.

Stay ahead of the curve by continuously improving and innovating your product or service. Anticipate market trends and proactively introduce new features or enhancements that address emerging customer needs. By demonstrating your commitment to innovation, you reinforce the value you bring to the table.