05 · Cross-Sell & Expansion
Unlock the growth inside the customers you already serve.
We uncover underused offerings, underpriced value, and relevant expansion opportunities across your customer base. Then we align Sales and Customer Success around ownership, account plans, and incentives that support repeatable account growth.
When this is the problem
Does this sound like your business?
Expansion depends on individual initiative. Sales and Customer Success overlap or leave gaps. The team lacks a clear view of what accounts buy, use, and could benefit from next.
What we actually do
The work, step by step
- 01
Compare what customers buy and use with the existing products and services that could help them.
- 02
Prioritize opportunities and build account plans, offers, campaigns, and follow-up steps.
- 03
Clarify upsell and cross-sell ownership, team handoffs, and supporting incentives.
- 04
Review pricing, contracts, usage, and invoices for missed or underpriced value; agree any billing or collection changes with Finance.
- 05
Build an expansion forecast and reporting, then establish regular reviews of opportunities, ownership, handoffs, and results.
| Account | Offering A | Offering B | Offering C |
|---|---|---|---|
| Account type 1 | Current use | Review opportunity | Not applicable |
| Account type 2 | Current use | Current use | Review opportunity |
| Account type 3 | Review opportunity | Not applicable | Review opportunity |
What you receive
Concrete outputs
- Account growth map
- Expansion playbooks and campaigns
- Ownership and incentive rules
- Expansion forecast and reporting
How completion is defined
What acceptance means
The agreed account planning, ownership, handoffs, and reporting are implemented and tested. Expansion results are reviewed against the baseline.
Relevant foundations
Account and product data, lifecycle ownership, incentives, CRM workflows, and Finance participation where relevant.
See all foundationsQuestions
Common questions
Related
Often scoped alongside
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