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As we embark on Longtail Renewal automation (low dollar / high volume) - looking for best practices
Many hardware / software companies struggle w/ the sales motion and GTM around longtail renewals (these are the renewals that are low dollar, but high in volume or number of quotes). It requires a different sales motion from the more complex, higher-dollar renewals where there is a possibility of upsell and customization. These are renewals that just need to be automatically quoted and sent out the door for the Channel / end customer to auto-renew and click to pay, possibly with a credit card. Would love to hear what other companies are doing from a people, process and tool standpoint and if anyone has solved for this issue already or are also embarking on this journey?