Blog · Forecast and pipeline · Telecoms and connectivity
How a business telecoms provider builds the renewal calendar from the contract register: contract value ending per month per account manager, the accounts within the notice window with no logged renewal activity, the co-terminus opportunities where a customer's services end months apart, and the identity that ties the calendar's total to the contracted base.
A business telecoms provider's contract register has an end date on every service. The renewal calendar built from it tells each account manager what is ending, when, and which of it nobody has touched inside the notice window. This guide sets out the calendar, the untouched list, the co-terminus opportunities, and the identity.
Per account manager, per month:
Value ending = Σ monthly recurring value of contracts with an end date in the month
Per account:
In notice window = today ≥ end date − notice period Untouched = in notice window, and no renewal activity in the last 90 days
Per customer:
Co-terminus opportunity = services with end dates spanning more than a stated number of months
Customer identifiers only.
Σ months' value ending = contracted monthly base, over the full run of end dates
A contract with no end date, which is common for evergreen services, is listed separately as rolling, not silently excluded.
One account manager, next six months, monthly recurring value.
| Month | Contracts ending | Value ending | In notice, untouched |
|---|---|---|---|
| Oct | 14 | $41,000 | 3 accounts, $18,000 |
| Nov | 9 | $22,000 | 1 account, $4,000 |
| Dec | 31 | $96,000 | 11 accounts, $52,000 |
| Jan | 12 | $38,000 | not yet in notice |
December has a third of the six months' value ending and eleven accounts inside their notice window that nobody has contacted about renewal. That is fifty-two thousand dollars a month of recurring revenue that a competitor can quote against this week.
| Customer | Services | End dates | Span | Monthly value |
|---|---|---|---|---|
| 2207 | 5 | Mar, Mar, Jul, Nov, Nov | 8 months | $14,000 |
| 4471 | 3 | Jan, Jan, Feb | 1 month | $6,000 |
Customer 2207 is three separate renewals a year. One conversation aligning them is the retention move, and the calendar names the customer.
End dates missing. Half the register has none and the calendar shows half the base. List the rolling contracts; get the dates.
Notice window ignored. The account manager calls in the month the contract ends, after notice was given.
Activity of any type counted. A fault call is not a renewal conversation. Define the type.
Calendar not tied to the base. A contract counted twice or missed and nobody knows. Check the identity.
Mapped once, the contract register, the activities and the assignments produce the calendar, the untouched list and the co-terminus list every week. Covirage builds this from the exports as they are. The telecoms page describes the setup, and the site penetration guide covers the growth measure the renewal conversation is the moment to use.
The period before the end date in which the customer can give notice, typically 30 to 90 days, from the contract terms. An account inside its notice window with no renewal activity is one the competitor can win without the provider knowing it was in play.
A logged contact of a renewal type, a quote issued, or a renewal opportunity opened, in the 90 days before the end date. The definition is written once and on the report.
A customer with broadband ending in March, mobile in July and a leased line in November is three separate renewals and three separate chances for a competitor to get one foot in. Aligning them to one date is a retention move and a pricing conversation, and the calendar shows who to offer it to.