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Score your accounts (PACER-A, 0-10 Scale)
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Rate each PACER-A dimension on a scale from 0 (Low) to 10 (High).
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Here’s how to think about it:
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Potential:
High potential for expansion = 8–10
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Adoption:
Low adoption = 8–10 (the lower the usage, the bigger the risk)
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Churn Risk:
More signs of churn (low health scores, product defects, customer sentiment) = higher score
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Engagement:
Less engagement (lack of executive engagement or main points of contact) = higher score (ghosting you is a red flag!)
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Renewal Timing:
Renewals in the next 4 months = 8–10
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ARR:
The bigger the revenue, the bigger the score (e.g. $500K+ = 9–10)
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This helps you instantly see which accounts need your time right now.
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