Scaling the Customer Renewal Process

By now we all know that the renewals motion is more of a growth opportunity than perhaps any other business outcome for a SaaS organization. According to Bain & Company, a 5% increase in customer retention can deliver as much as a 25% to 95% increase in profits.


MODintelechy has decades of experience delivering optimized and scaled Renewals processes and managed services for automation and customer lifecycle notifications. From renewals GTM strategy and program design to sales enablement and change management, our team is well versed in building meaningful, automated Renewals conversations. By starting the Renewal motion early, scaling with people, automation, and notifications technology—we help you deliver proactive value to your end customer.


Connect with us and let us help your organization scale the Renewals process.

Dell Commercial Renewals

Case Study

EIS Award Winner 2020

We partnered with the head of APOS and Renewals Sales Team to deliver a global solution for identifying warranty expirations for proactive engagement with sales and automated notifications. We synthesized a broad range of siloed Dell data into a repeatable global Renewals process to support timely renewals sales motions as well as innovate with digital channel delivery and automation. We also supported the Renewals team revenue forecast models and helped select, vet, and on-board notifications technology vendors. We then determined 120 content combinations based on audience segmentation (e.g. customer status, primary language, etc.) for a proactive Renewals process executed in 47 countries.

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Scaling your Sales Efforts with Renewals Automation

As industry competition heats up and it becomes increasingly difficult to find customers willing to make large purchases, renewing your existing customer base has never been more important. What does this mean, exactly? Sales teams are shifting their focus towards the Expand and Renew motions of the LAER (Land, Adopt, Expand, Renew) lifecycle to meet the revenue goals of their respective organizations. And with this increased focus, organizations are looking for new ways to increase productivity, conversion, and upsell rates.

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“MODintelechy has always been a great partner to work with over the years. Whether it is building new campaigns, creating content for our customers or working through the complexities of our data, they are always there to support us.”

RACHEL PHILLIPS // DELL GLOBAL MARKETING OPERATIONS


The Key to Unlocking Long-Tail Renewals

Here’s the secret: Inbound marketing and sales is what solves the long-tail opportunity. The ‘long-tail’ of renewals is all the renewal opportunities that cannot be handled directly by sales or customer success—typically higher volume, lower dollar opportunities. Inbound enables the model and overall process of becoming customer-initiated, rather than sales and customer success driven. With the inbound approach, we have found email and digital marketing to be a great place to start.

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SAP – Sybase

Case Study

MODintelechy developed a crawl-walk-run plan that included a ‘Don’t Let your Power Run Out’ campaign for software renewals and a new software licensing acquisition program that included campaign branding, microsite development, SEO, Paid Search campaigns, as well as strategy and execution of a software trial nurture program utilizing Marketo. MOD brought together a multi-disciplinary team in record time that spanned creative, UX, SEO, paid search, marketing automation, as well as sales and marketing integration.

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Dell Consumer Renewals

Case Study

Our comprehensive contact strategy design boasted a multichannel mix of email, direct mail, and online marketing to deliver relevant content. We also formulated revenue forecast models and helped select, vet, and on-board both email and direct mail vendors. We then determined 120 content combinations based on audience segmentation (e.g., customer status, primary language, etc.) for assessment. After overseeing program execution, including testing and global deployment, we redirected our focus to automation.

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