32 lines
1.3 KiB
Markdown
32 lines
1.3 KiB
Markdown
---
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name: expansion-playbook
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description: Use to package upsell, cross-sell, and advocacy motions tied to customer
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outcomes.
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---
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# Expansion Playbook Library Skill
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## When to Use
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- Preparing QBRs/EBRs where growth plays should be highlighted.
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- Running account reviews to recommend upsell/cross-sell motions.
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- Equipping AEs/CSMs with talk tracks and proof aligned to success milestones.
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## Framework
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1. **Trigger Mapping** – link product usage, milestone completion, or executive asks to specific plays.
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2. **Value Narrative** – outline business impact, ROI proof, and reference customers per play.
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3. **Commercial Guardrails** – specify packaging, pricing, approvals, and compensation cues.
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4. **Enablement Kit** – include decks, ROI calculators, success stories, and objection handling.
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5. **Measurement** – track attach rate, win rate, and cycle time for each play.
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## Templates
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- Play card (trigger, narrative, assets, owners, KPIs).
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- Executive talking points for expansion proposals.
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- Post-play follow-up checklist with success metrics.
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## Tips
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- Keep plays prioritized (top 3 per segment) to avoid overwhelm.
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- Pair with `account-health-framework` to time plays when risk is low.
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- Capture learnings after each motion to refine triggers + messaging.
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---
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