32 lines
1.3 KiB
Markdown
32 lines
1.3 KiB
Markdown
---
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name: expansion-plays
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description: Use when planning adoption-to-expansion motions and cross-sell/upsell
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campaigns.
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---
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# Expansion Playbooks Skill
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## When to Use
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- Identifying accounts ready for cross-sell or upsell.
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- Designing lifecycle campaigns that move customers from adoption to value realization and expansion.
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- Partnering with sales/CS to run QBRs, roadmap reviews, or packaging changes.
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## Framework
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1. **Signal Stack** – product usage milestone, success plan completion, idle licenses, executive sponsor engagement.
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2. **Play Types** – roadmap preview, ROI workshop, packaged add-on offer, multi-product bundle, success story swap.
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3. **Offer Crafting** – align incentive (discount, pilot, service credits) with customer value narrative.
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4. **Execution Channels** – CS outreach, lifecycle nurture, webinars, executive programs.
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5. **Measurement** – expansion pipeline, attach rates, ARR per account, payback.
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## Templates
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- Expansion readiness checklist.
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- QBR/EOQ review deck outline.
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- Offer matrix (persona x trigger x CTA).
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## Tips
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- Keep CS + sales alignment tight on ownership and comp.
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- Document experiments (pricing, packaging) and share learning loops with product.
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- Pair with `customer-insights` to validate readiness signals before outreach.
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---
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