As recurring revenue becomes the dominant model in technology businesses, organizations face mounting pressure to manage a growing volume of renewals—especially in the long-tail segment—without enough resources to scale manually. However, widespread adoption of automated renewal workflows remains low due to fragmented data systems, lack of internal alignment on priorities, and complex partner/channel relationships that complicate automation efforts. Additionally, renewal automation is often deprioritized in favor of new sales initiatives, leaving many companies with inefficient manual processes that hinder revenue growth, customer retention, and forecasting accuracy.

The report explores the transformative shift towards subscription-based business models in the tech industry, underlining the need for companies to adapt their organizational capabilities to manage post-sale activities efficiently. It emphasizes the growing role of customer success organizations and the pressing need for digital automation of renewal workflows to enhance revenue and customer relationships.