Find and pitch the next expansion inside an account.
“Which of my accounts are ready to buy more, and what exactly do I pitch them?”
Reads the ready signals, picks the fitting play, sizes it, and writes an outcome-anchored ask.
What this skill does
Looks inside an account you already own and finds the next dollar: more seats, a higher tier, or a new use case. It reads the signals that say the account is ready, picks the play that fits those signals, and writes a pitch tied to an outcome the customer has already felt. It only recommends the expansion the data supports, and it says when there is none.
Inputs
- Works today with: current seats and tier, who uses what, the outcomes delivered so far, and any teams or use cases not yet on the product. Paste it or upload a doc.
- More powerful connected to a CRM: it reads the account, current ARR, products owned, and contacts automatically.
- Sharper with a product-analytics tool: turns "they seem active" into which teams and features are actually maxed out.
- Sharper with an enrichment tool: sizes the untapped teams and roles inside the company you have not reached.
How it works
- 1Read the ready signals
Expansion-ready looks like: seats fully active and bumping the limit, a feature or tier the account keeps hitting the ceiling of, a new team showing up in usage, a second use case emerging on its own, a strong health score with a happy sponsor. If none of these are present, the honest answer is "not yet," and the skill says so.
- 2Pick the play
Match the play to the signal. Maxed seats point to more seats. Ceiling-hitting points to a tier upgrade. A new team in usage points to a land-and-expand into that team. A second use case points to a cross-sell. Do not stack every play at once; lead with the one the signals most support.
- 3Size it
Estimate the expansion: how many seats, which tier, what the new team is worth. Use enrichment or the org map to size the untapped part of the company. Mark the size an estimate when you cannot see it, and name the input that would make it firm.
- 4Write the pitch
Anchor on the outcome already delivered, then extend it. "One team cut its cycle time this much; the next team runs the same motion and is not on it yet." Name the buyer, the ask, and the proof. One clear ask beats a menu.
- 5Time it
Tie the ask to a moment: a QBR, a hit milestone, a renewal, a new-team launch. An expansion pitched at the right moment feels like help; the same pitch at the wrong moment feels like a shakedown.
Output format
EXPANSION READ · sample account · current 9 seats, mid tier
READY SIGNALS PLAY
9/9 seats active, 2 waitlisted +5 seats
Hitting the reporting ceiling monthly tier upgrade
New ops team appearing in usage land the ops team
Primary play: +5 seats.
Proof: the current team is fully adopted and turning people away.
Ask: add 5 seats now, revisit the tier at the next review.
Buyer: the sponsor who owns the team.
Timing: pitch at the QBR in 3 weeks, off the adoption win.
Estimated expansion: ~55% of current ARR (illustrative, confirm seat price).
Tips
- No expansion recommended without a ready signal to back it. "Not yet" is a valid, honest output.
- The pitch anchors on a delivered outcome, never on your quota.
- Any expansion size that cannot be measured is marked an estimate with the input that would firm it.
- One primary play per account, not a menu of five.
Turn account data into a QBR that earns the renewal.
Value delivered, adoption vs stated goals, risks named first, the roadmap, and one outcome-tied expansion ask.
Build the plan that predicts the renewal a year out.
Translates the customer's goals into measurable outcomes, time-to-value milestones, and the leading indicators that flag risk early.