1. Our sales approach for maintenance renewals is:
    • Auto-invoicing or administrative.
    • Dedicated services team with specific renewal quota.
    • Corporate sales team with specific service renewal quota.
    • Corporate sales team with aggregate product/service quota.
  2. We report renewal rates with precision in these specific segments:
    • Strategic accounts vs. SMB accounts
    • By product line
    • Direct vs. indirect
    • We measure overall renewal rates only
  3. Our channel partners have the following results with contract renewals:
    • Good: > 85% renewal rates on average
    • Fair: 50-85% renewal rates due to focus on product sales
    • Poor: < 50% renewal rates consistently
    • Uncertain: can’t assess partners’ performance
  4. We manage international renewals by:
    • Regional sales offices renewing in native languages.
    • Renewing all transactions from the U.S.
    • Focusing only on English speaking countries.
    • Allocating dedicated renewal resources in each native country.
  5. We booked the following renewals on time (before expiration):
    • > 90%
    • 81-90%
    • 50-80%
    • < 50%
  6. We use auto-invoicing or ‘evergreen’ contracts to manage:
    • < 5% of our renewal contracts
    • 5-25% of our renewal contracts
    • 26-50% of our renewal contracts
    • > 50% of our renewal contracts
  7. The following best describes our current discounting practice:
    • We discount up to 10% without approval.
    • All discounts must be approved by sales management.
    • Discounting is rampant.
    • We never discount.
  8. Our customer data set is:
    • 95% complete and accurate.
    • 50% complete for contacts but accurate for contract data.
    • 25% complete for account & service information.
    • Can’t be relied on.
  9. Entitlement is tightly managed with reinstatement penalties for clients not renewing on time:
    • True
    • False
  10. Accurate forecasts and detailed closed sale reports are available real-time:
    • True
    • False