Which approach should be applied when an opportunity is available to renew?

Question

Options

• Aproduct-led approach
• Bbarriers-led approach
• Csolutions-led approach
• Dreward-led approach

• A
  4% (1)
• B
  18% (5)
• C
  71% (20)
• D
  7% (2)

Explanation

A solutions-led approach is correct for renewals because it centers on demonstrating continued value by connecting your offering to the customer's evolving needs and outcomes - the most persuasive case for why they should stay. Renewals aren't about selling something new; they're about proving the existing relationship still solves real problems.

Why the distractors are wrong:

• A (product-led): Focuses on features and capabilities rather than customer outcomes - at renewal, customers care about results, not specs.
• B (barriers-led): Targets removing obstacles to adoption, which is more relevant during onboarding or mid-cycle, not at renewal.
• D (reward-led): Uses incentives or discounts to drive renewal, which is a short-term tactic that doesn't reinforce value and can erode margins over time.

Memory tip: Think "Solve to Stay" - when it's time to renew, lead with how you solve their problems to give them a reason to stay. Renewals = value proof, not product pitch or perks.

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