A portfolio ' s ACV Growth percent has remained flat across three consecutive renewal cycles, despite a healthy OTRR. Which expansion signal does this pattern indicate?

• A.Expansion activity is limited and the account team must identify opportunities to add services.
• B.Customers are utilizing current solutions and have no unmet needs driving expansion.
• C.The renewal base is stable and no action is required beyond maintaining execution practices.
• D.Flat ACV Growth is a lagging indicator of declining OTRR performance that will self-correct over time.

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A renewal is stalling at T-30 because the customer ' s procurement team has not issued the Purchase Order, although the intent to renew is confirmed. What should the RM do?

• A.Generate a placeholder quote in CCW-R to bypass the procurement hold until the PO is issued.
• B.Request a 30-day extension on the contract expiration to allow the procurement cycle to complete.
• C.Engage the Account Manager to understand the procurement blockers and resolve the requirements.
• D.Submit the renewal order without the Purchase Order to protect the OTRR.

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Which licensing model is the most complex for a customer to manage?

• A.Managed service agreement
• B.Subscription
• C.Enterprise agreement
• D.A La Carte

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A strategic account involves a multi-country deployment, a complex EA renewal, and a significant architectural change planned for the next quarter. The standard T-120 checkpoint does not provide sufficient lead time to account for the customer ' s procurement cycle. At what point should the RM begin the renewal planning process?

• A.At T-180 or T-240, initiating an early Renewal Discovery meeting.
• B.At T-120, as this is the standard operational checkpoint for all renewals.
• C.At T-90, once the renewal quote has been generated and scope confirmed.
• D.At T-60, when the customer engagement phase begins.

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An RM observes that renewal preparation is frequently delayed because the Sales, CSM, and Operations teams are unaware of upcoming renewal deadlines until the RM escalates. Which approach should the RM implement to address this misalignment?

• A.Present a monthly renewal status report to leadership highlighting at-risk accounts.
• B.Establish a predictable communication rhythm with Sales, CSM, and Operations teams.
• C.Assign specific renewal tasks to individual team members using the T-Minus timeline.
• D.Request that the Practice Lead formalize renewal ownership in performance plans.

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