(Account that has been with you for many years)
- Account is over 2 years old, or has renewed multiple times depending upon your average contract cycle. Account is generally in Average or Good Health and has not indicated that they want to cancel.
- Determine outreach cadence on this tier of account. Does the account require outreach, multiple times per month, once a month, once a quarter, twice a year, etc? The bare minimum should be 2 personalized emails per year.
- Record the main POCs, ensure billing information is accurate.
- Ensure there is a scheduled task (in your CRM tool) on each account.
- Monitor account usage over time
- Once auditing an account, either schedule time to speak with them, send them valuable tips and tricks, engage when necessary.
- Schedule follow up task to engage at next required interval (unique to each account, depending upon their customer segment.)
Robert Statsky 