Matrix
Stay-risk grid for top accounts after a deal
Counsel's consent map on one axis, interview intent on the other
A two-by-two for deal teams that sorts a target's largest customers after a change of control. One axis is what the contract lets the customer do, taken from counsel's consent map. The other is what the people at the account say they intend to do, taken from interviews with the buyer, the daily owner and the renewal owner. Use it to decide which accounts need price protection, consent conditions or a first-90-days plan. Koji can run the interviews and keep the contract column next to each response.
Where this appears
What's in this matrix
Vertical axis: Contract lock-in (Free to Locked). Horizontal axis: Intent to stay (Low to High).
- Hostage revenue (Locked contract lock-in, Low intent to stay): The contract holds them today but intent is low. Expect a move at renewal and price the cliff.
- Safe (Locked contract lock-in, High intent to stay): Locked in and intending to stay. Model this revenue at face value.
- Exposed (Free contract lock-in, Low intent to stay): Free to leave and wavering. Treat as at risk and ask for retention-based terms.
- Loyal at will (Free contract lock-in, High intent to stay): Free to leave but intends to stay. Relationship revenue: plan the first 90 days around it.
Use this image
Free to use in your docs, decks and posts under CC BY 4.0, as long as you credit Koji with a link to this page. To embed it, paste this into your page:
<a href="https://www.koji.so/visuals/change-of-control-contract-vs-intent-matrix"><img src="https://www.koji.so/visuals/change-of-control-contract-vs-intent-matrix/change-of-control-contract-vs-intent-matrix.png" alt="Matrix of contract lock-in against intent to stay that sorts top accounts into safe, hostage revenue, loyal at will and exposed." width="1200" height="655" /></a>
<p>Source: <a href="https://www.koji.so/visuals/change-of-control-contract-vs-intent-matrix">Stay-risk grid for top accounts after a deal</a>, Koji</p>
