Renewal Playbook
A sequenced plan for this renewal, anchored to the Salesforce fiscal calendar. Every ask carries a fallback.
Target Value
$7.6M
walk-away $3.8M
Ranked Asks
14
in priority order
Days to Renewal
149
2026-12-03
Leverage Window
high
close by 2026-10-31
Prepare
2026-07-03 to 2026-08-17
- •Validate every finding and lock the identified savings number.
- •Rank asks and set the walk-away line before the first call.
- •Map the account team and confirm who signs off on discount.
Open
2026-08-17 to 2026-09-16
- •Open with the shelfware evidence, not the price.
- •Table all high-priority asks together so nothing looks isolated.
Press
2026-09-16 to 2026-10-17
- •Hold the line on the reduction target as the period end nears.
- •Trade low-value gives for the high-value gets you actually want.
- •Escalate above the AE if the discount ask exceeds their authority.
Close
2026-10-17 to 2026-10-31
- •Close on or before the SF period end to catch quota pressure.
- •Confirm caps and co-terms in writing before signing.
Ranked asks
Highest-value savings first, each with a concession fallback
| Ask | Value/yr | Priority | Fallback |
|---|---|---|---|
| 49% renewal reduction target | $3M | high | Accept a smaller reduction if they cap next-year uplift. |
| Shelfware across the SKU portfolio | $2.5M | high | Convert the ask into a credit against future consumption. |
| Audit / true-up exposure | $1.3M | high | Convert the ask into a credit against future consumption. |
| Idle sandbox spend | $540K | high | Convert the ask into a credit against future consumption. |
| Storage / API overage looming | $512.3K | high | Convert the ask into a credit against future consumption. |
| Discount erosion at renewal | $492.1K | high | Convert the ask into a credit against future consumption. |
| Success Plan tier not justified | $433.7K | high | Convert the ask into a credit against future consumption. |
| Discounts below the peer median | $329.8K | high | Convert the ask into a credit against future consumption. |
| 935 seats idle 90+ days | $113.5K | medium | Defer the seats to a mid-term true-down if reclaim is refused. |
| Uncapped price uplift over the term | $37.6K | low | Convert the ask into a credit against future consumption. |
| 1 lines fit a lower edition | $29.3K | low | Convert the ask into a credit against future consumption. |
| 264 Sales Cloud seats fit Platform | $25.1K | low | Take a mixed edition split rather than full downgrade. |
| Projected credit overage | $17K | low | Convert the ask into a credit against future consumption. |
| Credits wasted on loops and failures | $3.7K | low | Convert the ask into a credit against future consumption. |