Cases
How many days out from renewal date should a proactive renewal case be generated?
120 days
What is the standard uplift on renewals as of 11/3/2025?
7%
What team has to approve every quote?
Deal Management Team (DMT)
TRUE or FALSE: Renewals can be quoted contractually on a renewal opportunity.
FALSE
Direct or Channel are forms of what?
Route to Market
What is standard SLA for renewal quote creation?
1-2 business days
What Transaction Type is used to represent a customer changing license type at time of renewal?
Renewal Attribute Change
Who owns quote release distribution for both direct & channel deals on Corporate Renewals?
Renewal Sales
TRUE or FALSE: Deal registrations cannot be submitted for renewal deals.
What does the acronym BOM stand for?
Bill Of Materials
What are the 3 main Renewal Case types for quoting?
Quote Release Request
Quote Refresh
Quote Correction
Customer is reducing license count, therefore pricing should revert to what?
List Price
Where can a customer's UUID, EA # and Account Name be found?
Account Page in SFDC
TRUE or FALSE: When linking a renewal opportunity to a net new opportunity, Renewal opportunity should be the Primary opportunity?
FALSE
What type of licensing has a SID?
Subscription licenses / SaaS
Customer has requested renewal quote, no quote is present in opportunity. What case type needs to be created by sales to begin renewals quoting process?
Quote Release Request
Customer currently owns 12000 HZN Universal Licenses and has requested to renew only 10,500. This causes a reduction in EACV. Does this scenario require approvals before quoting?
YES!
What does the P stand for in a SKU?
Production Support
TRUE or FALSE: Customer can change RTM at time of renewal.
TRUE
When is a DND needed?
Customer licenses expire but renewal deal has not booked. Customer still needs service until a PO can be booked.
Where in Salesforce are Renewal Opportunity Creation Cases submitted?
Account page
Customer previously purchased licenses at 65% off. This year they have requested discounting of 88% off list price. Does this scenario require approvals prior to case submission?
Yes! This requires Renewal Sales Management & Finance (DMT to obtain) approvals given discount request is > 80%
What team owns Opportunity Closure?
Hint: this is the team you submit case to via SFDC.
Opportunity Management
TRUE or FALSE: If a customer wants to renew at the exact same price as last year with no uplift, no approval is needed prior to quoting.
False, approvals are needed from Renewals Sales Management.
What team owns changes to customer information in Salesforce? (ie. address, customer name, etc.)
Hint: cases are submitted via email to this team.
Customer Data Management