Partnership Renewal & Value Optimization Form

Please remove this form template insight sections before publishing.

Form insight: Partnership Renewal & Value Optimization Form

1. Establishing the Baseline (The Health Check)

The opening section isn’t just for record-keeping; it’s for contextual awareness.

• Relationship Health Score: This serves as an internal early warning system. If the score is below a 7, the conversation should focus on service recovery before attempting an upsell.
• Term Alignment: Tracking the start and expiry dates allows you to identify "seasonality" in their buying patterns, helping you time your outreach when budgets are typically being finalized.

2. The Value-First Approach (Retrospective)

Before discussing new money, you must prove the worth of the old money. This section prevents the "What have you done for me lately?" objection.

• Quantifiable vs. Qualitative: Data (KPIs) appeals to the logic of finance departments, while qualitative wins (workflow improvements) appeal to the daily users and managers who champion your service.
• Objective Tracking: By referencing the goals set at the beginning of the relationship, you demonstrate accountability and a commitment to their specific success.

3. Structural Growth (The Upsell Strategy)

Upselling is most successful when it feels like a natural evolution rather than a sales pitch.

• The Three-Tiered Duration: Offering 12, 24, or 36 months gives the partner a sense of control. Longer terms provide you with stability, while the partner receives price protection against future increases.
• Value-Based Categorization: * Feature Upgrades focus on sophistication.
• • Volume Increases focus on the partner's own internal growth.
  • Support/Consulting focus on the depth of the relationship.

4. Future-Proofing (Strategic Alignment)

This is the most critical part of the form for long-term retention.

• Priority Discovery: By asking for their top three priorities for the next year, you can tailor your upsell recommendations to solve their upcoming problems rather than just selling "more of the same."
• Stakeholder Identification: Partnerships often fail because the original champion leaves. This section prompts you to identify new decision-makers and build rapport with them early.

5. Identifying Barriers

This section is an internal tool to prepare for pushback.

• Roadblock Identification: By documenting potential hurdles (like budget shifts), you can prepare counter-proposals or alternative payment structures before the final negotiation meeting. It shifts your stance from reactive to proactive.

Please remove this mandatory questions recommendation before publishing.

Mandatory Questions and Their Strategic Necessity

1. Key Objectives Achieved & Quantifiable Results (KPIs)

Why it is mandatory: This is the "Proof of Concept" for the entire relationship. Without documenting what was actually accomplished, the renewal becomes a discretionary expense that is easily cut during budget reviews. Hard data (the KPIs) provides the partner’s internal champion with the "armor" they need to defend the partnership to their finance department. It moves the conversation from "We like this service" to "We cannot function efficiently without this service."

2. Overall Relationship Health Score (1–10)

Why it is mandatory: This serves as a risk assessment. A partnership can have great KPIs but a failing relationship due to poor communication or support friction. Conversely, a partnership with low KPIs but a high health score indicates a loyal partner who trusts you to fix the issues. You cannot ethically or strategically propose an upsell if the health score is below a certain threshold (typically a 7), as it would be perceived as tone-deaf.

3. Partner’s Top 3 Priorities for the Upcoming Year

Why it is mandatory: This is the foundation for the Upsell Logic. You cannot sell more products or services effectively if you don’t know where the partner is heading. If their priority is "Cost Reduction," your upsell should focus on "Efficiency and Automation." If their priority is "Market Expansion," your upsell should focus on "Scalability and Global Reach." This question ensures that any expansion proposal feels like a solution to their problem rather than a grab for their budget.

4. Identification of New Stakeholders

Why it is mandatory: This prevents "Single Point of Failure" risk. Partnerships often collapse not because the service was bad, but because the person who bought it left the organization. By making this question mandatory, you force your team to map the current influence landscape. If there is a new decision-maker, the renewal process must include an introductory phase to "re-sell" the value of the partnership to that specific individual.

5. Proposed Renewal Duration & Baseline Price Adjustment

Why it is mandatory: This establishes the Commercial Reality. Clear terms prevent "scope creep" and "price shock." By mandating the inclusion of the price adjustment (even if it is 0%), you ensure transparency. Documenting the duration options (12, 24, or 36 months) also prompts a discussion about long-term commitment, which is the ultimate goal of any renewal.