Renewal Walk: Price, Scope, Timing

Renewal pressure The customer asks for a 15 percent cut with 31 days left. Your fallback is a smaller department-only renewal worth 82 percent of current ARR. The risk is giving a discount before you know whether the issue is price, usage, timing, or executive optics. BATNA -> ZOPA -> package Diagnose before you discount A renewal ZOPA often hides in the package, not in the first price demand. Discount Fast relief, weak information. The final package is easier to defend than a naked discount. A concession should buy information, commitment, or a change in the package. 01 Open 02…

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