The Expansion
You keep selling the same team twice. The money is in the teams next door.
TASTE TEST PASSED · RAN IN PRODUCTION
PREP ~30 MIN · COOK DAYS TO WEEKS · EFFORT MEDIUM · SERVES CSM, CS LEADER
MEDIA · THE DISH, COOKED
Walkthrough video: the whole recipe run once, start to plated.
DIRECTIONS
- 1Book Of Business Analyst
See the whole book in one rollup.
COOK WITH A BOOK OF BUSINESS ANALYST · OURS: book-of-business-analyst · OR YOUR OWN
MEDIA · STEP 1 SCREENSHOTWhat this step's output looks like - 2Run the product usage analyst
Read who is ready by how they use you.
COOK WITH A PRODUCT USAGE ANALYST · OURS: product-usage-analyst · OR YOUR OWN
MEDIA · STEP 2 SCREENSHOTWhat this step's output looks like - 3Run the expansion playbook
Pick the play and write the outcome-anchored ask.
COOK WITH AN EXPANSION PLAYBOOK · OURS: expansion-playbook · OR YOUR OWN
MEDIA · STEP 3 SCREENSHOTWhat this step's output looks like - 4Run the exec business review
Earn the C-level room and make the ask.
COOK WITH AN EXEC BUSINESS REVIEW · OURS: exec-business-review · OR YOUR OWN
MEDIA · STEP 4 SCREENSHOTWhat this step's output looks like
THE FINISHED DISH · WHAT YOU SERVE
A book-level read, the usage signals, the play, and an executive ask that gets a yes.
MEDIA · THE PLATED RESULT
The finished deliverable, redacted, exactly as it looks when the recipe is done
GO DEEPER · The full playbook page carries the guide, the proof build, and the receipts. Read it.