Acme Corp – Thursday renewal prep
📇 Account: Sarah Chen, VP Ops · Renewal Jun 30 · ARR $148k · 240 seats (Team)
🤝 Relationship: Healthy, Y2 renewal · CSM Jordan Park · NPS 8 in April · Mar 18 QBR went well
⚠️ Risks: P1 SSO ticket open since Apr 29 (eng ETA slipped 2x) · Finance asked for ROI one-pager (Asana ACME-184, Wed) · Lattice ran discovery w/ ops leads last week
📈 Expansion: Adoption +42% MoM · Legal, Procurement, RevOps onboarded · Enterprise tier discussed in March · automation seat add-on ~$22k upside
🎯 Three talking points
- Open with the SSO ticket — bring new ETA + offer a credit if it slips again
- Frame +42% adoption and 3 new departments as Enterprise-level value
- Pre-empt Lattice with the Procurement cycle-time win, then tee up the automation add-on
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