Scenarios
An upsell outside a clients renewal cycle
What is a standalone upsell?
Owns renewal opportunities in Salesforce
Who are renewal managers?
Used to calculate projected enrollments and upsell value for Maven
What is a pricing calculator?
Required to create an opportunity in Salesforce
What is a contact?
Required reviewer of standard upsell proposals <$300K
Who are direct line managers?
A renewal where a client is not adding additional products or populations
What is a flatline renewal?
Manages day to day client operations, not limited to conducting business reviews, quarterly check-ins and partnering with MGM to drive enrollment performance
Who is Client Success?
Utilized to request Legal support in drafting a contract
What is Ironclad?
Required before moving an opportunity to closed won
What is closed won pending review?
Used to engage with Legal when a customer amendment sent through Ironclad is returned with redlines.
What is the Centralized Intake Form?
The ability for the Sales rep to determine whether they want to work or pass on an upsell.
What is right of first refusal?
Builds updated pricing calculator and proposal when an initial flatline renewal customer decides to include an upsell.
Created by CS to familiarize Employer Sales with accounts in their upsell territory
What is a transition template?
Required if an upsell opportunity includes more than 5000 EE's in a state
What is state information?
Documentation that can be utilized to answer FAQ from clients related to pricing changes
What are Pricing Talking Points?
A client via a payer is renewing and wants to contract direct. They are keeping the same products and populations.
What is a flatline renewal with a change in contracting relationship?
Handles QA and implementation
Who is Client Success?
Utilized instead of an amendment or MMA as a contract between a payer, employer and Maven
What is an order form?
Field that indicates who a client is contracting through
What is Channel Influenced?
Required if an upsell value is >=$300K
What is Deal Desk approval?
A client via a payer is renewing and wants to contract through a PBM. They are adding P&P.
What is a renewal with upsell and change in contracting relationship?
Responsible for delivering pricing to payer clients
Who are payer AE's?
Used to understand historic (actual) enrollments as a precursor to building a pricing calculator
What is Looker?
Opportunity product field that indicates whether an upsell asset should be generated
What is New Additional Population Included?
Time period reviewed to identify historical enrollments
What is the last 12 months?