# Renewal Readiness Scorecard

> A green/yellow/red scorecard AMs fill out 45 days before every renewal so managers can triage risk across the book before it's too late to act.

Free scorecard/rubric for sales managers. Topic: [Account Management, Retention & Expansion](https://www.peerlab.ai/library/topic/account-management-retention-expansion/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/renewal-readiness-scorecard/

## How to use it

AMs fill this out per account 45 days before renewal and re-score every 15 days; managers review the rolled-up book weekly, sorted by rating and ARR at risk, and apply the triage action for each band.

## What's inside

- 8 readiness dimensions: usage/adoption trend, champion health, exec sponsor engagement, business outcome proof, competitive threat level, budget/procurement status, contract terms fit, support/escalation history
- Green/Yellow/Red criteria definitions for every dimension
- Overall account rating rollup rule
- 45-day trigger and re-check cadence
- Manager triage actions by rating band
- Escalation path for Red accounts

Fill this out for every account 45 days before its renewal date. Managers review the rolled-up scorecard weekly across the book to triage attention.

| Dimension | Green | Yellow | Red |
|---|---|---|---|
| Usage / adoption trend | Flat or growing over last 90 days | Declining but stakeholder engaged | Declining, no explanation, disengaged |
| Champion health | Strong Champion (per Champion Strength Rubric) | Fragile Champion | False Champion or champion has left |
| Exec sponsor engagement | Sponsor attended a touchpoint in last 90 days | Sponsor aware but not engaged recently | No known sponsor, or sponsor unresponsive |
| Business outcome proof | Documented ROI/outcome data shared with account | Outcome data exists but not yet shared | No outcome data captured this term |
| Competitive threat level | No known evaluation | Rumored interest, unconfirmed | Confirmed active evaluation of alternatives |
| Budget / procurement status | Renewal budget confirmed for the term | Budget cycle in progress, no confirmation yet | Budget frozen or explicitly not confirmed |
| Contract terms fit | Current terms match current usage/seats | Some mismatch (over or under-seated) | Significant mismatch or unresolved pricing dispute |
| Support / escalation history | No unresolved issues in last 90 days | 1 resolved escalation, no lingering friction | Open escalation or repeated unresolved issues |

## Overall Account Rating

- **Green overall:** 0 Red dimensions, no more than 2 Yellow
- **Yellow overall:** 1 Red dimension, or 3+ Yellow dimensions
- **Red overall:** 2 or more Red dimensions

## Manager Triage Actions

**Green accounts:** standard renewal process (Script A from the Renewal Conversation Script Pack), no manager intervention needed.

**Yellow accounts:** AM builds a specific mitigation plan for each Yellow dimension, manager reviews the plan in 1:1 within the week, re-score in 15 days.

**Red accounts:** immediate escalation - manager joins the next customer touchpoint, executive sponsor from your side is looped in, and a weekly (not monthly) check-in is set until the account moves out of Red.

## Cadence

- Initial scorecard: 45 days before renewal date
- Re-score: every 15 days until renewal closes
- Manager book review: weekly, sorted by rating then by ARR at risk