CRO · Playbook · Advanced · Saves 60+ hours
Expansion Revenue Playbook
A playbook for driving expansion revenue.
What's included
- Expansion trigger identification
- Opportunity qualification
- Cross-sell/upsell strategies
- Pricing for expansion
- Sales collaboration
- Measurement framework
Best used when
- Growing existing accounts
- Identifying upsell opportunities
- Collaborating with sales
- Building expansion pipeline
The template
The Template
EXPANSION IDENTIFICATION
Expansion Trigger Framework
EXPANSION TRIGGERS
USAGE-BASED TRIGGERS:
☐ Approaching user limit
☐ High feature utilization
☐ Usage growth trend
☐ New use cases emerging
BUSINESS TRIGGERS:
☐ Company growth
☐ New initiative announced
☐ Budget cycle timing
☐ Department expansion
RELATIONSHIP TRIGGERS:
☐ New executive sponsor
☐ Champion promotion
☐ Positive QBR feedback
☐ Referral offered
PRODUCT TRIGGERS:
☐ New feature interest
☐ Adjacent product need
☐ Integration request
☐ Higher tier fit
ACCOUNT: _______________
TRIGGERS PRESENT:
☐ _______________
☐ _______________
Expansion Opportunity Sizing
| Opportunity | Type | ACV Potential | Probability | Timeline |
|---|---|---|---|---|
| Upsell/Cross | $ | % | ||
| Upsell/Cross | $ | % | ||
| Total weighted pipeline | $ |
EXPANSION EXECUTION
Expansion Conversation Framework
EXPANSION DISCUSSION
DISCOVERY:
"I noticed [trigger]. Tell me more
about what's driving that..."
EXPANSION FIT:
"Based on your goals, here's how
[product/tier] could help..."
VALUE QUANTIFICATION:
"If you [expand], you could
achieve [outcome], worth $___."
PROPOSAL:
"Here's what I'm proposing:
[expansion offer with pricing]"
NEXT STEPS:
"To move forward, we need to
[action items with timeline]"
SALES HANDOFF (if needed):
"I'd like to bring in [AE] to
discuss the commercial terms."
Frequently asked questions
What is the Expansion Revenue Playbook?
A playbook for driving expansion revenue.
Who is the Expansion Revenue Playbook for?
It is built for CROs and their teams working on Customer Success. The AI coach adapts it to your company, stage, and goals.
How long does the Expansion Revenue Playbook take to use?
It saves roughly 60+ hours versus building from scratch. Our AI coach can tailor the playbook to your situation in minutes, then hand you a step-by-step plan.
Is the Expansion Revenue Playbook free?
Yes. You can read the full playbook and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Expansion Revenue Playbook?
The coach teaches you the framework, asks a few questions about your business, tailors the playbook to you, and gives you measurable next steps to execute.