Improving Contract Renewal Rates for a Global Technology Company
The Challenge
A leading B2B software provider managed thousands of service contracts across global resellers and distributors. Renewal processes were inconsistent across geographies, risk identification was manual, and frontline teams had no governance mechanism to prioritise high-risk contracts, which drove renewal rates down and operational costs up.
The Solution
Dr. Shylu John led the design of a data-driven governance model, built on an unsupervised ML (K-means) segmentation engine that classified resellers into four renewal-risk clusters: Loyal, High Performer, Medium Performer and Non-Performer. A capacity-aligned intervention strategy directed effort to the highest-risk accounts, delivered through a scalable Shiny R governance platform with real-time dashboards, automated segmentation and drill-down analytics, giving leadership 120-day advance visibility into renewal risk.
Further Outcomes
- Significantly improved renewal forecasting accuracy and governance visibility
Responsible AI
- No sensitive customer-level data used
- Reseller-level operational indicators only
- Transparent variable transformations
- Collaborative stakeholder workshops for buy-in



