Account managers need to understand risk pool dynamics to predict renewal drops. A company's renewal rate can jump from near-zero to 25% suddenly, but these shifts are predictable if you know when negotiations happen and how risk pools work.
Winter is coming. So if it's zero today, zero tomorrow, oh, you're getting set up for something massive going forward. Again, with educating them on how those risk pools work and also sharing the story about how the negotiations behind the scenes work, I tell them it's only a matter of time before your time is up. And again, it's kind of straightforward to them, but I've seen it before where companies had very low renewals and then boom, out of nowhere 25%. You're like, but wait, we were doing so well. Well, I told you, winter is coming.
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