{
  "name": "Renewal and Expansion",
  "description": "Renewal conversation with an existing customer. Designed to review outcomes, surface new needs, and expand the relationship before discussing contract terms.",
  "motionType": "custom",
  "tone": ["relationship-first", "consultative", "outcome-focused"],
  "detailLevel": "balanced",
  "personalizationLevel": "high",
  "highlightDensity": "medium",
  "customInstructions": "This is a relationship conversation before it's a commercial one. Start with their success — or lack of it. Understand how the product is actually being used, who's involved, and what's changed in their business since the last renewal. Don't lead with price.",
  "sections": [
    {
      "id": "relationship-check-in",
      "title": "Relationship check-in",
      "description": "Open with a genuine check-in on how the relationship has been. What's gone well, what could be better. Reference specific moments or milestones from the past year if known.",
      "detailLevel": "brief",
      "personalizationLevel": "strong",
      "highlightDensity": "low"
    },
    {
      "id": "outcomes-review",
      "title": "Outcomes review",
      "description": "Walk through the outcomes they were expecting when they bought. Have they been achieved? What metrics have moved? If results are missing, understand why — and own it if appropriate. Don't skip this step.",
      "detailLevel": "detailed",
      "personalizationLevel": "strong",
      "highlightDensity": "high"
    },
    {
      "id": "adoption-and-usage",
      "title": "Adoption and usage",
      "description": "Explore how the product is actually being used: which teams, which features, how often. Identify unused capabilities that could drive more value. Surface any friction or workarounds the team has developed.",
      "detailLevel": "balanced",
      "personalizationLevel": "high",
      "highlightDensity": "medium"
    },
    {
      "id": "business-changes",
      "title": "Business changes",
      "description": "Ask what's changed in their business since they bought: new priorities, new teams, new leadership, new goals. Changes often create new opportunities — or new risks to the renewal.",
      "detailLevel": "balanced",
      "personalizationLevel": "high",
      "highlightDensity": "medium"
    },
    {
      "id": "expansion-opportunities",
      "title": "Expansion opportunities",
      "description": "Based on what you've heard, identify where additional seats, features, or use cases could add value. Frame expansion as solving a need they've articulated — not upselling for its own sake.",
      "detailLevel": "detailed",
      "personalizationLevel": "high",
      "highlightDensity": "high"
    },
    {
      "id": "renewal-terms",
      "title": "Renewal terms",
      "description": "Present the renewal proposal clearly: term, pricing, any changes from last year. If there's an expansion element, position the combined value. Anticipate budget conversations and have a rationale for the investment.",
      "detailLevel": "balanced",
      "personalizationLevel": "medium",
      "highlightDensity": "medium"
    },
    {
      "id": "next-steps",
      "title": "Next steps",
      "description": "Close with a clear path to signature: who else needs to be involved, when they need a decision by, and what you'll provide to support the internal process. Set a follow-up date before the call ends.",
      "detailLevel": "brief",
      "personalizationLevel": "medium",
      "highlightDensity": "low"
    }
  ]
}