title: Acme × Northwind - Renewal Sync Brief
shell: document
eyebrow: Partner Brief
subtitle: Pre-call prep - Renewal & expansion conversation
components:
- type: meta
fields:
- key: Meeting
value: Mon Apr 27, 10:00 PT (30 min)
- key: Attendees
value: Sam (Acme), Jordan (Acme), Priya (Northwind), Dev (Northwind)
- key: Owner
value: Sam
- key: Goal
value: Confirm renewal scope and surface expansion fit
- type: callout
variant: info
title: One-line goal
body: |
Land a confirmed renewal at current spend, with a credible path to a +30%
expansion in Q3 around the new analytics module.
- type: section
eyebrow: Context
heading: Where the relationship stands
components:
- type: stat_grid
stats:
- value: "$420K"
label: Current ARR
detail: Renews June 30
- value: "94%"
label: Adoption
detail: 47 of 50 seats active in last 30 days
- value: "12"
label: Tickets last 90d
detail: Median resolution 4h, all P3 or below
- value: "+30%"
label: Expansion target
detail: Analytics module, ~12 new seats
- type: markdown
body: |
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.
- type: section
eyebrow: Agenda
heading: 30-minute walk-through
components:
- type: steps
items:
- title: Open and frame (3 min)
detail: Reaffirm the goal - confirm renewal, scope expansion conversation. Acknowledge their pilot results.
- title: Renewal scope (8 min)
detail: Walk through the proposed renewal - same seats, same price, June 30 → June 30. Confirm legal/procurement path.
- title: Pilot review (10 min)
detail: Share usage data from the analytics pilot. Let Priya speak to outcomes. Position the +30% expansion as a natural next step, not a push.
- title: Concerns and pushback (6 min)
detail: Make space for procurement-side objections (timing, budget cycle, comparison to internal build). Avoid debating; capture and follow up.
- title: Next steps (3 min)
detail: Confirm owners and dates for renewal paperwork and expansion proposal.
- type: section
eyebrow: Talking points
heading: What to land
components:
- type: card_grid
columns: 2
cards:
- title: Renewal is a layup
description: "Adoption is 94%, ticket volume is low and well-handled, and Priya is a vocal champion. Don't oversell - confirm and move on."
- title: Pilot data tells the story
description: "47% week-over-week growth in active analytics queries, three exec-facing dashboards built. Let the numbers do the work."
- title: Procurement needs space
description: "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."
- title: Watch for the build-vs-buy thread
description: "Their data platform team has been hiring. If the topic surfaces, anchor on time-to-value and the ongoing roadmap, not feature parity."
- type: section
eyebrow: Risks
heading: What could go sideways
components:
- type: callout
variant: warn
title: Procurement timing
body: |
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.
- type: callout
variant: warn
title: New stakeholder
body: |
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.
- type: section
eyebrow: Action items
heading: After the meeting
components:
- type: table
columns:
- key: owner
label: Owner
- key: action
label: Action
- key: due
label: Due
rows:
- owner: Sam
action: Send renewal paperwork to Dev
due: Apr 28
- owner: Jordan
action: Package pilot usage data into a 1-pager for Priya
due: Apr 30
- owner: Sam
action: Schedule follow-up to walk through expansion proposal
due: May 6