expansion-upselllisted

# Expansion & Upsell ## Purpose Turn a happy (or quiet) existing account into the next deal: find what you haven't sold yet, judge whether they're ready to buy more, attach the ask to a moment of realized value, and produce a concrete expansion plan you can run. ## Inputs - The account: current products/seats/teams sold, contract value, renewal date - Usage and adoption signals (who's active, what's stuck, where they hit a limit) - Sentiment and relationship health (champions, detractors, exec exposure) - What else you *could* sell (other products, more seats, adjacent teams, tiers) ## Method 1. **Whitespace map.** Lay the account out as a grid: products you sell (rows) × teams/business units in the account (columns). Mark each cell sold / not-sold / in-trial. The blank cells are your whitespace. Add three more dimensions: - **Seats:** licensed vs active vs total addressable headcount in sold teams. - **Tier/edition:** are they on a plan below what their usage justifies? - **Adjacent teams:** units using none of your product but with the same pain. Rank whitespace by (fit × reachability) — closest to an existing champion and most similar to a use case already winning wins first. 2. **Read expansion-readiness signals.** Do not pitch more to an account that hasn't realized value on what it already bought. Score readiness on: - **Adoption depth:** active-seat ratio, frequency, breadth of features used. Healthy = a beachhead worth widening. Low