This is why Tien crated the PADRE operation model, a workflow to help companies better manage the process. “The renewals process starts with one key question: who is responsible for the renewal?” said Jaimie Buss, who is the VP of Sales for Zendesk. "Churn risks should immediately be flagged and you should have all hands on deck: sales, success and sales engineers,” says Jamie. In other words, you want to confirm the contract term, pricing, billing frequency, and payment type. “Once closed, a hand-off back to success or sales should occur if the renewal is driven by a renewals specialist,” said Jamie.

Source: Forbes January 19, 2019 17:12 UTC