+12 Years of SaaS Sales Experience on How to Protect Renewals and Drive Expansion from the Inside

Impact Assurance: The Complete Strategy for SaaS Retention, Renewal, and Expansion

🏁 Introduction

Closing the deal isn’t the end—it’s the beginning.

The Impact Assurance module teaches SaaS Sales Reps how to secure renewals and drive expansion by guiding Champions through internal headwinds, budget scrutiny, and shifting priorities. It’s about turning satisfaction into action—and value into visibility.

In this course, you’ll learn how to navigate the real obstacles to growth: internal politics, limited budget authority, and the Decider’s short memory.

📄 Part 1: Protect the Renewal

Your Champion is happy. The product is working. But Finance is asking questions, and leadership is looking for cuts.

Learn how to equip your Champion to defend the renewal by framing what’s already been won—and what’s at risk if the solution is removed.

→ Includes role plays with budget-compression pushback, renewal justification conversations, and re-approval loops after leadership changes.

📈 Part 2: Drive the Expansion

Expansion doesn’t happen just because the product works—it happens when you help your Champion frame it internally.

Learn how to guide expansion conversations by spotting demand signals, linking success to adjacent teams, and timing your ask around internal momentum.

→ Includes role plays with cross-functional rollouts, feature-based upsells, and timing-triggered growth pushes.

🛠 What You’ll Learn:

The Impact Assurance Framework:🔹 Confirm the Win🔹 Frame the Risk of Pause🔹 Equip for Internal Advocacy
How to help Champions sell internally without sounding salesy
How to use proof, timing, and organizational shifts to create expansion logic
How to protect renewals and grow accounts—even under budget pressure

Whether you're defending the deal or scaling the solution, this course gives you the tools to turn customer belief into internal buy-in—and keep growing from the inside.

🎧 Bonus: Every part includes podcast-backed role plays to help you hear what retention and expansion strategy actually sounds like in a real call.

// Michael Feichtner

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The Impact Assurance module gives SaaS Sales Reps a playbook for turning product success into long-term growth. It focuses on what happens after the initial close—when renewals aren’t guaranteed and expansions don’t happen automatically. This course teaches you how to guide Champions through budget scrutiny, shifting leadership, and internal politics so they can defend the solution and advocate for more. Whether you're working to protect a renewal or drive expansion, Impact Assurance gives you the structure to turn belief into buy-in—and buy-in into budget.

What You'll Master

You’ll master how to re-surface solution impact, translate results into business terms, and help your Champion make the case internally. You’ll learn how to frame the risk of pulling back, how to use internal events like reorgs or launches to justify expansion, and how to create forwardable assets that travel up to Finance and new leadership. Most importantly, you’ll know how to lead the conversation without sounding like you're reselling the product all over again.

Use Cases Covered

This module prepares you for renewal reviews that get flagged for budget cuts, expansion opportunities that stall without a clear case, and Champions who are ready but need support navigating internal approvals. It’s built for any moment where product success isn’t enough to secure next steps—and your job is to help the buyer prove what’s already working. Whether you’re defending a renewal or unlocking new revenue, this is the playbook for growth under pressure.

Format

Content + Audio

Designed For

Sales Development Representatives, Business Development Representatives or Account Executives selling SaaS products