Expansion
Grow footprint and revenue. Identify expansion opportunities, align on roadmap, and execute land-and-expand plays.
Emotion: Partnership, Growth
Milestone events
- •Expansion opportunities qualified
- •Proposal and business case delivered
- •Expansion closed
Customer activity
- •New teams or use cases identified
- •Budget and procurement engaged
Internal activity
- •Expansion pipeline and plays
- •Cross-sell and upsell aligned to success plan
- •Executive alignment where needed
Value delivered
- •Expansion ARR
- •Broader adoption across the organization
- •Stronger strategic partnership
Transformation / outcome
- •Expansion closed
- •Customer footprint and commitment increased
Exit criteria
- •Expansion closed
- •Expansion pipeline updated
Metrics
- •Expansion ARR
- •Expansion rate
- •Seat/usage growth