Renewal calendar

Contracted value ending per month per owner, from the contract register's end dates, with the accounts inside their notice window that have no logged renewal activity. Its total over all months equals the contracted base.

DefinitionContracted value ending per month per owner, from the contract register's end dates, with the accounts inside their notice window that have no logged renewal activity. Its total over all months equals the contracted base.

The notice window

The period before the end date in which the customer can give notice. An account inside it with no renewal contact is one a competitor can win unseen.

Rolling contracts

Contracts with no end date are listed as rolling, not silently excluded.

How it is computed

Contract value ending in each month, per owner, from the contract register, with the notice date and whether a conversation is logged.

Example

In the next two quarters $3.1 million ends across 44 contracts. Eleven, worth $1.0 million, pass their notice date within sixty days with nothing logged.

Where it goes wrong

Renewals tracked only once the customer raises them.

Articles that use this term

Forecast and pipeline · Telecoms and connectivity

Contract end dates as a dimension: the renewal calendar by account manager

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.

16 Sept 20262 min read Board and management reporting · Telecoms and connectivity

Order-to-activation time per customer: the provisioning delays that precede churn

How a business telecoms provider measures the days from a service order to activation per customer and per site from the order and provisioning exports, the norm per service type from its own history, the customers whose recent orders took twice the norm, the correlation with contract non-renewal from the provider's own outcomes, and the list that reaches the account manager while the customer is still installing.

16 Sept 20262 min read Forecast and pipeline

Pipeline coverage by industry: what the pipeline is when there are no deals

Pipeline coverage is open pipeline over remaining target, and on many desks there is no CRM pipeline at all: the pipeline is renewals due, tenders in flight, RFQs open, applications pending, or the season's filings. This hub gives, for twelve industries, what stands in for the pipeline, where it lives, how it is weighted, and the multiple the desk actually needs, with the guide for each.

16 Sept 20263 min read How-to guides

Sales analytics KPI definitions: thirty measures on one page, each with its formula

Thirty sales and commercial measures defined in one sentence each with the formula, grouped by what they describe: coverage and activity, wallet and depth, retention and churn, pipeline and forecast, concentration and reporting, and data quality. Each links to a full definition. Written so that a team can adopt the definitions as its own, version them, and stop arguing about what a number means.

16 Sept 20264 min read Forecast and pipeline · Industrial manufacturers

Service contract renewal by fleet age: the units coming off warranty, and who owns the call

How an industrial manufacturer builds a service contract calendar from the installed base register: units by warranty end date and contract end date per customer, the attach rate for units in their first year off warranty from the manufacturer's own history, the customers with units coming off warranty in the next two quarters and no contract offer logged, the value of a contract at the norm per unit, and why the call belongs to the service sales team before the parts desk hears from the customer.

16 Sept 20262 min read Coverage and territory · Telecoms and connectivity

Ten questions a B2B telecoms sales director asks, and the table that answers each

The ten questions a business telecoms sales director puts to the account managers, what is site penetration and is the estate current, which sites are near their capacity, which contracts end in the notice window untouched, which orders are stuck in provisioning and where, which customers' estates have closed sites still billed, what is product attach per site against the norm, which customers could co-terminate, which sites went quiet, which account managers cover at cadence, and what changed, each with the table from billing, the estate file, the contract register and the usage export, and the answer to send back.

16 Sept 20263 min read