# Output format — TEMPLATE

> The cs-renewal-playbook skill emits a single Markdown file in this exact
> shape. This file shows the placeholder-filled example the Skill produces.
> The CSM reviews it, edits it, and converts each motion to a Gainsight CTA.
>
> Replace this template only if you are extending the output format itself.
> If you only want to change wording inside motions, edit the
> stakeholder-motion-matrix and segment-playbook-config files instead.

## Example output (illustrative)

```markdown
# Renewal playbook — Acme Corp

> **Draft for CSM review.** Do not execute any motion until the CSM has reviewed,
> customized, and converted to Gainsight CTAs. No section of this output is
> customer-ready as-is.

## Account context
- ARR: $180,000
- Renewal date: 2026-08-15 (T-104 days)
- Segment: mid-market
- Contract terms: 1-year, 5% pre-negotiated escalator, no auto-renewal,
  opt-out window opened 2026-04-15

## Risk diagnosis
- **Primary archetype**: champion-lost (confidence: high)
- **Secondary archetype**: low-adoption (confidence: medium)
- **Signals**:
  - Champion (Director of RevOps, Sarah K) departed per LinkedIn 2026-03-20
  - Stakeholder-call frequency dropped 62% in last 60 days
    (Gong, calls 2026-02 vs 2026-04)
  - Weekly active users at p20 of mid-market segment for the last 8 weeks
    (Gainsight usage report)

## Renewal-probability band
**15-40%**

Drivers:
- Champion-lost archetype with no replacement champion identified
- Stakeholder-engagement frequency below recovery threshold
- Adoption gap reinforces the perception of low value-realized
- Economic buyer present in stakeholder map (prevents further band drop)

## Stakeholder motions
| Stakeholder | Role | Owner | Week | Motion | Success signal |
|---|---|---|---|---|---|
| (Vacant) | Champion | CSM | W1 | Identify and onboard new champion candidate from RevOps team | New champion confirmed in stakeholder map |
| Mike J | Economic buyer | CSM leader | W2 | Re-establish value-realized narrative; introduce new champion | Meeting accepted |
| Priya R | End user | CSM | W2 | Targeted re-onboarding for the bottom-quartile users | Weekly active count moves up one quartile |
| Tom L | End user | CSM | W3 | Feature-discovery session on under-used capabilities | Two new features adopted |

Stakeholder gaps:
- No active champion. Identifying one in W1 is the highest-priority motion;
  if not closed by W3, escalate to CSM leader.

## Talk-tracks for top objections

> Scaffolding for preparation, not a script. Rewrite each in your own
> voice before any conversation.

### Objection 1: "We've been getting less out of it than we expected."
- Underlying concern: value-realized perception is below cost
- Response posture: acknowledge → reframe → ask
  - Acknowledge: that perception matches what we are seeing in usage data —
    we want to address it head-on
  - Reframe: anchor on the two use cases where the team is generating value
    (cite the workflow we instrumented in Q1)
  - Ask: "Who on your team would be the right person to lead a 60-day
    adoption push, now that Sarah has moved on?"

### Objection 2: "We're evaluating alternatives."
- Underlying concern: champion-lost has opened the door to displacement
- Response posture: acknowledge → reframe → ask
  - Acknowledge: makes sense to do due diligence at renewal
  - Reframe: the switching cost is the integration work the team did in
    onboarding (cite specific integrations); a competitor would need to
    re-do that
  - Ask: "What capability are you trying to find in the alternative that
    you don't believe we provide today?"

## Escalation gate
- Escalate to CSM leader if: no new champion identified by end of W3
- Escalate to CSM leader if: renewal-probability band drops to <15% after
  W4 motions complete

## 30/60/90 pacing
- **Week 1-4 (T-104 to T-76)**: Identify new champion. Run targeted
  re-onboarding for bottom-quartile users. Schedule economic-buyer
  meeting via CSM leader.
- **Week 5-8 (T-76 to T-44)**: Champion-led adoption office hours.
  Feature-discovery sessions. Document hours-saved per user.
- **Week 9-12 (T-44 to renewal)**: Joint EBR with new champion and
  economic buyer. Confirm renewal commercials. Hand to AE for paper
  process if needed.

---

_Generated by cs-renewal-playbook skill. Convert each motion to a
Gainsight CTA before executing. Re-run at T-60 to refresh signals._
```

## Last edited

{YYYY-MM-DD}