SaaS Renewal At Risk — Deal Review Pack Template

Meridian Financial ($120K ARR, June 30 renewal) is at meaningful risk. Our original champion, VP of Operations James Wu, was promoted to Chief of Staff in April — his replacement, Director of Ops Dana Howell, has not engaged with us since onboarding. Usage data shows a 31% drop in active seats over the past 60 days (from 87 active to 60). Legal's inquiry about the cancellation clause on June 2 signals executive-level scrutiny we have not seen before. The deal can still close on renewal terms, but requires an executive re-engagement in the next 10 business days. Committing $120K on June 30 is not defensible at current engagement levels.

[CONFIRMED] Contract auto-renews June 30 unless 30-day written notice — legal's inquiry suggests they are aware of this window. Notice deadline is June 1 (passed without action). [CONFIRMED] Usage dropped 31% over 60 days. Customer Success confirmed via dashboard data on June 5. [ASSUMED] Dana Howell (new champion) is indifferent rather than hostile — she has not replied to two meeting requests but has not escalated internally. [AT RISK] No relationship with economic buyer (CFO Rachel Torres). James Wu handled all budget conversations. No introduction made before his role change. [AT RISK] Competitive pressure unknown — Gong renewal rep contacted Meridian in May per LinkedIn activity. May be using our renewal window as leverage. Evidence score: 4/10. We have confirmation of the problem. We do not have confirmation of a path forward.

1. No exec sponsor — Mitigation: Request a "renewal business review" directly with CFO Rachel Torres. Frame as standard account practice, not an emergency. Our CSM has her email via CS platform — warm intro this week. 2. Champion disengaged — Mitigation: Re-engage Dana Howell with a usage report and a specific ROI story from her predecessor's wins. Do not send generic check-in. Bring a slide deck built on their actual data. 3. Competitive probe from Gong — Mitigation: Pre-empt with a multi-year pricing option that creates switching cost friction. Floor is $110K/yr if they commit to 2 years. Present before they ask.

1. AE + CSM: Send executive business review request to CFO Rachel Torres by June 9. If no reply in 48h, escalate via VP of Sales outreach. (Owner: AE, Due: June 9) 2. AE: Meet with Dana Howell for a 30-minute "account health sync" — present usage trend, recovery plan, and roadmap items relevant to her team. Goal: re-establish champion relationship. (Owner: AE, Due: June 12) 3. Champion (Dana, if re-engaged): Confirm CFO is looped in and supportive of renewal on current terms before we invest further in multi-year discussion. (Owner: Dana Howell, Due: June 14)