Methodological

  1. Similar to previous analyses, we are primarily looking at the year leading up to a decision.

  2. We are not looking at ‘integrated’ partnerships. That is, we are focusing on utilization at the account where the renewal decision is made.

PAE Analysis

Key Takeaways

Renewal by Decision Type
  1. NNLOA is hovering just above 50%: similar to AAF & BAF.
  2. Opt Out performance and volume is buoying overall renewal rate, although still below 70% overall.
  3. Keep the 1.2 Ratio for NNLOA in mind throughout the analysis.
Renewal Ratio by Decision Type
DecisionType N ATL Dropped Ratio Perc_Renewed
Need New LOA 69 37 32 1.2 53.6%
Opt Out 29 27 2 13.5 93.1%
Total 98 64 34 1.9 65.3%
Renewal Rate by Account Segment
  1. Some consistency in performance across segments:
  • Regional Public, Selective, and Regional Private all performing relatively similar
  1. Large P&P has the highest performance and the majority of partnerships.
Renewal Ratio by Account Segment
AccountSegment N ATL Dropped Ratio Perc_Renewed
International 1 0 1 0.0 0.0%
Large Public & Private 51 40 11 3.6 78.4%
Regional Private 13 7 6 1.2 53.8%
Regional Public 15 8 7 1.1 53.3%
Selective 18 9 9 1.0 50.0%
Renewal by Decision Type & Segment
  1. [Large P&P]
  • Performance on NNLOA is well above overall average
    • Performance on Opt Outs is superb - perfect score.
  1. [Regionals & Selective]
  • NNLOA is a particular problem for Regional Public and Selective
    • Regional Private NNLOA is low, but not desperately so.
    • Opt Out Performance appears to be solid, even with low N.
Renewal Ratio by Account Segment
AccountSegment DecisionType N ATL Dropped Ratio Perc_Renewed
International Need New LOA 1 0 1 0.0 0.0%
Large Public & Private Need New LOA 35 24 11 2.2 68.6%
Large Public & Private Opt Out 16 16 0 Inf 100.0%
Regional Private Need New LOA 11 6 5 1.2 54.5%
Regional Private Opt Out 2 1 1 1.0 50.0%
Regional Public Need New LOA 10 3 7 0.4 30.0%
Regional Public Opt Out 5 5 0 Inf 100.0%
Selective Need New LOA 12 4 8 0.5 33.3%
Selective Opt Out 6 5 1 5.0 83.3%

ALR Bundles

None present in the data.

GRP 3-4
  1. Looks like PAE renews very well when the partner is of the 3-4 type, although most of these are Opt Outs.
Renewal Ratio by Navigate Bundling
GRP3-4 DecisionType N ATL Dropped Ratio Perc_Renewed
0 Need New LOA 68 36 32 1.1 52.9%
0 Opt Out 21 19 2 9.5 90.5%
1 Need New LOA 1 1 0 Inf 100.0%
1 Opt Out 8 8 0 Inf 100.0%
Impact Interaction Volume Histogram
  1. Central Tendency is moving much closer to 4!
  2. Few partnerships in the 0-1 category!
  3. Another peak at 7 interactions!

##### Impact Interaction Volume Histogram Split by Decision

  1. Opt Outs bunched in 3-7 range.
  2. NNLOAs occupy more of the 7+ range.

Renewal by Interaction Volume and Decision Type, Unbinned
  1. NNLOA performance climbs at 9+, a very high interaction number.
  2. Opt Out performance is high no matter what, so engagement might not be an issue.
Renewal Ratio by Impact Interaction Volume
DecisionType II_Credited_Volume N ATL Dropped Ratio Perc_Renewed
Need New LOA 2 5 4 1 4.0 80.0%
Need New LOA 3 6 2 4 0.5 33.3%
Need New LOA 4 10 6 4 1.5 60.0%
Need New LOA 5 6 2 4 0.5 33.3%
Need New LOA 6 6 3 3 1.0 50.0%
Need New LOA 7 9 3 6 0.5 33.3%
Need New LOA 8 8 3 5 0.6 37.5%
Need New LOA 9 4 3 1 3.0 75.0%
Need New LOA 10 6 5 1 5.0 83.3%
Need New LOA 11 3 2 1 2.0 66.7%
Need New LOA 12 3 2 1 2.0 66.7%
Need New LOA 18 1 1 0 Inf 100.0%
Need New LOA 21 1 1 0 Inf 100.0%
Need New LOA 24 1 0 1 0.0 0.0%
Opt Out 0 2 2 0 Inf 100.0%
Opt Out 2 1 1 0 Inf 100.0%
Opt Out 3 4 4 0 Inf 100.0%
Opt Out 4 4 2 2 1.0 50.0%
Opt Out 5 3 3 0 Inf 100.0%
Opt Out 6 2 2 0 Inf 100.0%
Opt Out 7 4 4 0 Inf 100.0%
Opt Out 8 1 1 0 Inf 100.0%
Opt Out 9 1 1 0 Inf 100.0%
Opt Out 10 1 1 0 Inf 100.0%
Opt Out 11 1 1 0 Inf 100.0%
Opt Out 12 2 2 0 Inf 100.0%
Opt Out 13 1 1 0 Inf 100.0%
Opt Out 15 1 1 0 Inf 100.0%
Opt Out 16 1 1 0 Inf 100.0%
Renewal by Impact Interaction Volume, (Binned)
  1. [NNLOA] With these bins, there doesn’t seem to be much benefit from increased utilization.
Renewal Ratio by Impact Interaction Volume (Binned)
DecisionType II_Volume_Bins N ATL Dropped Ratio Perc_Renewed
Need New LOA 2-3 11 6 5 1.2 54.5%
Need New LOA 4-6 22 11 11 1.0 50.0%
Need New LOA 7+ 36 20 16 1.2 55.6%
Opt Out 0 2 2 0 Inf 100.0%
Opt Out 2-3 5 5 0 Inf 100.0%
Opt Out 4-6 9 7 2 3.5 77.8%
Opt Out 7+ 13 13 0 Inf 100.0%
Renewal by Previous Yr Impact Interaction Volume & Decision
  1. No distinct pattern across previous year impact interactions.
  2. It is concerning to see the 0% renewed towards the high end of interactions in the previous year.
Renewal Ratio by Previous Year Impact Interaction
DecisionType PreviousYr_II_Volume N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 1 0 1 0.0 0.0%
Need New LOA 1 1 0 1 0.0 0.0%
Need New LOA 2 4 3 1 3.0 75.0%
Need New LOA 3 8 4 4 1.0 50.0%
Need New LOA 4 4 2 2 1.0 50.0%
Need New LOA 5 9 5 4 1.2 55.6%
Need New LOA 6 7 3 4 0.8 42.9%
Need New LOA 7 5 3 2 1.5 60.0%
Need New LOA 8 2 1 1 1.0 50.0%
Need New LOA 9 4 4 0 Inf 100.0%
Need New LOA 10 3 2 1 2.0 66.7%
Need New LOA 11 3 0 3 0.0 0.0%
Need New LOA 13 1 0 1 0.0 0.0%
Need New LOA 14 3 3 0 Inf 100.0%
Need New LOA 15 1 0 1 0.0 0.0%
Need New LOA 17 3 2 1 2.0 66.7%
Need New LOA 20 1 1 0 Inf 100.0%
Need New LOA 23 1 0 1 0.0 0.0%
Need New LOA 24 1 0 1 0.0 0.0%
Need New LOA 32 1 1 0 Inf 100.0%
Need New LOA NA 6 3 3 1.0 50.0%
Opt Out 3 1 1 0 Inf 100.0%
Opt Out 4 1 1 0 Inf 100.0%
Opt Out 5 1 1 0 Inf 100.0%
Opt Out 6 3 3 0 Inf 100.0%
Opt Out 7 3 2 1 2.0 66.7%
Opt Out 8 1 1 0 Inf 100.0%
Opt Out 16 1 1 0 Inf 100.0%
Opt Out 18 1 0 1 0.0 0.0%
Opt Out NA 17 17 0 Inf 100.0%
Renewal by Previous Yr Impact Interaction Volume Binned & Decision

Note: If II_PrevYr_Volume_Bins = NA, then there was not an active contract in the previous year.

  1. Agrees with the above, no patterns between previous year impact interactions and renewal rates.
Renewal Ratio by Previous Year Impact Interaction
DecisionType II_PrevYr_Volume_Bins N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 1 0 1 0.0 0.0%
Need New LOA 1 1 0 1 0.0 0.0%
Need New LOA 2-3 12 7 5 1.4 58.3%
Need New LOA 4-6 20 10 10 1.0 50.0%
Need New LOA 7+ 29 17 12 1.4 58.6%
Need New LOA NA 6 3 3 1.0 50.0%
Opt Out 2-3 1 1 0 Inf 100.0%
Opt Out 4-6 5 5 0 Inf 100.0%
Opt Out 7+ 6 4 2 2.0 66.7%
Opt Out NA 17 17 0 Inf 100.0%
Renewals Previous Yr and Current Yr Interaction Volume

Only looking at NNLOAs in the below table.

  1. No patterns between previous year consumption, next year consumption, and renewal rates.
Renewal Ratio by Previous and Current Year Impact Interaction
II_PrevYr_Volume_Bins II_Volume_Bins N ATL Dropped Ratio Perc_Renewed
0 7+ 1 0 1 0.0 0.0%
1 7+ 1 0 1 0.0 0.0%
2-3 2-3 4 3 1 3.0 75.0%
2-3 4-6 5 1 4 0.2 20.0%
2-3 7+ 3 3 0 Inf 100.0%
4-6 2-3 5 2 3 0.7 40.0%
4-6 4-6 7 4 3 1.3 57.1%
4-6 7+ 8 4 4 1.0 50.0%
7+ 2-3 2 1 1 1.0 50.0%
7+ 4-6 7 5 2 2.5 71.4%
7+ 7+ 20 11 9 1.2 55.0%
NA 4-6 3 1 2 0.5 33.3%
NA 7+ 3 2 1 2.0 66.7%
Trend of Impact Interactions YoY, Binned

Note: (-1 = Negative Trend, 0 = Neutral, 1 = Positive Trend)

  1. Without knowing what the previous year volume was, you would still advocate for increased volume given the below.
  2. Stability YoY performs well below the average. We know from the above that this is
  3. Decreasing consumption YoY is correlated with higher renewal rates.
Renewal Ratio by Previous Year Impact Interaction
DecisionType Volume_Trend N ATL Dropped Ratio Perc_Renewed
Need New LOA -1 33 20 13 1.5 60.6%
Need New LOA 0 4 1 3 0.3 25.0%
Need New LOA 1 32 16 16 1.0 50.0%
Opt Out -1 8 6 2 3.0 75.0%
Opt Out 0 2 2 0 Inf 100.0%
Opt Out 1 19 19 0 Inf 100.0%
Simple Regression for Impact Interaction Volume

Note: Looking at NNLOAs, only.

  1. Not significant. More impact interactions does not tranlate to a higher percentage renewal rate.
Simple Regression Model with Impact Interaction Volume
term estimate std.error statistic p.value
Intercept 0.41 0.421 0.96 0.336
Impact Interaction Volume 0.03 0.054 0.61 0.539
Penetration by Event Grouping
  1. A few differences between Opt Out consumption and NNLOA consumption:
  • Higher Research Interviews for Opt Outs
    • PLW and Onsite consumption, and Expert Center calls are higher for NNLOA
Percent of Renewals w/ At Least 1 Interaction in a Group
DecisionType Perc_Events Perc_Service Perc_SLLed Perc_ResearchInt Perc_PLW_Onsite Perc_Experience Perc_ExpertCall
Need New LOA 55.1% 85.5% 55.1% 27.5% 26.1% 0.0% 72.5%
Opt Out 51.7% 82.8% 51.7% 37.9% 13.8% 0.0% 51.7%
Renewal by Event Consumption
  1. [NNLOA] No lift from consuming an event
Renewal Ratio by Event Consumption
DecisionType II_Events_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 31 17 14 1.2 54.8%
Need New LOA 1 38 20 18 1.1 52.6%
Opt Out 0 14 12 2 6.0 85.7%
Opt Out 1 15 15 0 Inf 100.0%
Renewal by Service Consumption
  1. [NNLOA] Negative value from consuming a service impact interaction.
Renewal Ratio by Service Consumption
DecisionType II_Service_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 10 7 3 2.3 70.0%
Need New LOA 1 59 30 29 1.0 50.8%
Opt Out 0 5 5 0 Inf 100.0%
Opt Out 1 24 22 2 11.0 91.7%
Renewal by SL Consumption
  1. [NNLOA] Small bump for SL Led consumption - 4% - as compared to overall average.
Renewal Ratio by SL-Led Consumption
DecisionType II_SLLed_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 31 15 16 0.9 48.4%
Need New LOA 1 38 22 16 1.4 57.9%
Opt Out 0 14 12 2 6.0 85.7%
Opt Out 1 15 15 0 Inf 100.0%
Renewal by Research Interview Consumption
  1. [NNLOA] Relatively high lift above average NNLOA renewal rate - 10%
  2. [NNLOA] Difference between consuming and not consuming is roughly 13%
Renewal Ratio by Research Interview Consumption
DecisionType II_ResearchInterview_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 50 25 25 1.0 50.0%
Need New LOA 1 19 12 7 1.7 63.2%
Opt Out 0 18 16 2 8.0 88.9%
Opt Out 1 11 11 0 Inf 100.0%
Renewal by PLW OR Onsite Consumption
  1. [NNLOA] Onsite and/or PLW positively associated with renewal.
  2. [NNLOA] Close to a 14% bump above the average.
Renewal Ratio by PLW OR Onsite Consumption
DecisionType II_PLW_Onsite_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 51 25 26 1.0 49.0%
Need New LOA 1 18 12 6 2.0 66.7%
Opt Out 0 25 23 2 11.5 92.0%
Opt Out 1 4 4 0 Inf 100.0%
Renewal by Experience Consumption
  1. No data.
Renewal Ratio by Experience Consumption
DecisionType II_Experience_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 69 37 32 1.2 53.6%
Opt Out 0 29 27 2 13.5 93.1%
Renewal by Expert Call Consumption
  1. [NNLOA] Not engaging in an expert call is related to renewal. About 20% bump above the NNLOA average.
Renewal Ratio by Expert Call Consumption
DecisionType II_ExpertCall_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 19 14 5 2.8 73.7%
Need New LOA 1 50 23 27 0.9 46.0%
Opt Out 0 14 14 0 Inf 100.0%
Opt Out 1 15 13 2 6.5 86.7%
Correlation betwen Event Groupings, and Renewal (for fun)
  1. Correlation with Renewal: Similar to the above, Onsites and SL Led impact interactions.
  2. Negative correlation with Renewal: Expert Center CAlls
  3. Expert Calls and Events are negatively related to other impact interactions, which a rare.

##### Multivariate Regression (still kind of simple)

Note: Looking at NNLOA, only.

  1. Nothing correlated with renewal.
Regression Estimates for a Model Fitted on Event Grouping Volumes
term estimate std.error statistic p.value
(Intercept) -0.17 0.530 -0.33 0.74
II_Events_Volume -0.02 0.223 -0.08 0.94
II_SLLed_Volume 0.15 0.170 0.85 0.39
II_ResearchInterview_Volume 0.10 0.232 0.44 0.66
II_PLW_Onsite_Volume 0.72 0.554 1.30 0.19
II_ExpertCall_Volume 0.02 0.177 0.09 0.93
II_Service_Volume -0.03 0.094 -0.36 0.72