QBRs & renewals

Every commitment from the QBR, tracked against the renewal date. The slip that costs you the renewal never makes it past Thomas.

QBR · Helix HealthQ3
Helix Health
renews · 14 weeks
€ 92k ARR
open commitments
Train clinical-ops cohort
Sep 9 · on track
Intro exec sponsor to CMO
scheduled Sep 18
Audit SSO config
at risk · IT lead silent 11d
01

The judgment

Helix Health's renewal is 14 weeks out. Three open commitments from the Q3 QBR: train the clinical-ops cohort, intro the executive sponsor to the CMO, audit SSO with their IT lead. Two are tracking, one is silently stuck on Helix's side. Thomas flagged the SSO audit nine weeks before the renewal review, not two.

Nine weeks is enough runway for a CSM to escalate cleanly. Two weeks is the all-hands-on-deck call that loses you the renewal. The whole product is the difference between those two windows.

"Helix SSO audit: 11 days since last reply from their IT lead. Renewal in 9 weeks. Flagging at-risk now, not at week 2."
Illustrative · names and timing fictionalised · the behaviour is real
02

What changes

Before
  • Tracked QBR action items in a spreadsheet that nobody owned.
  • Found out a commitment had slipped the week before the renewal call.
  • Renewal conversation opened with an apology, not an upsell.
After
  • Every commitment auto-tagged with the renewal date.
  • At-risk items surfaced nine weeks out, with the reason.
  • Renewal call opened with progress, not damage control.
03

Try it

Hand Thomas your next QBR. He will keep the renewal in view.