Expansion Signal
The other act-skill on the right side. Two of the three ways a company grows happen after the first sale (docs/operating-model.md), and this is one of them: account-health flags the EXPANSION-SIGNAL; this turns it into an angle and hands it to sales with the customer context attached — so it isn't a cold internal restart.
From the healthy account in ops/customers.md and the EXPANSION-SIGNAL line:
- Confirm the trigger is real. Expansion rides on adoption, not the calendar. The signal is the core used well plus a named next pain — a second team asking unprompted, a new use case, more seats. A renewal date is not an expansion trigger; pushing growth on an account that isn't getting value yet is churn with extra steps.
- Name the angle. Which way does it grow — an adjacent team, a new use case, deeper use of what they already have? Is it cross-sell (a new thing) or more of the same (more seats, more volume)? One angle, named.
- Build the case on realized value. Start from what they've already gotten — the outcome the book can show — and extend it to the new area, in their words, not a feature list.
- Re-arm the champion. Expansion is carried internally, not pitched in. Give the champion the one-page case they can forward, and the line that makes it their idea — not your quota.
- Hand to sales with the CS context. The handoff is the account, the angle, the realized-value case, and the champion — so sales picks up a warm, qualified expansion, not a cold account. A real expansion is a new deal: it crosses back to
ops/pipeline.md, the loop the bowtie closes.
- Log it and update the book. Mark the account Expanding; note the angle and the handoff in
ops/customers.md.
Don't run this on an unhealthy account — route that to churn-save first. Expansion is the reward for value landing, not a substitute for it.
Depth
- quick: confirm the trigger + name the one angle.
- standard: the full play — trigger, angle, value-case, champion, hand to sales.
- deep: + the multi-thread map of who signs off on the larger spend, and the buyer-facing one-pager for the champion to forward.
1---2name: expansion-signal3description: Work an expansion-ready account into an angle and a clean hand to sales — the second growth motion the funnel forgets. Trigger when account-health flags an EXPANSION-SIGNAL, when a healthy account asks for more unprompted, a second team wants access, or the user says "this account is ready to grow", "expansion play", "upsell", or "land and expand".4---56# Expansion Signal78The other act-skill on the right side. Two of the three ways a company grows happen after the first sale ([`docs/operating-model.md`](../../../docs/operating-model.md)), and this is one of them: `account-health` flags the `EXPANSION-SIGNAL`; this turns it into an angle and hands it to sales with the customer context attached — so it isn't a cold internal restart.910From the healthy account in `ops/customers.md` and the `EXPANSION-SIGNAL` line:11121. **Confirm the trigger is real.** Expansion rides on *adoption*, not the calendar. The signal is the core used well plus a named next pain — a second team asking unprompted, a new use case, more seats. A renewal date is not an expansion trigger; pushing growth on an account that isn't getting value yet is churn with extra steps.132. **Name the angle.** Which way does it grow — an adjacent team, a new use case, deeper use of what they already have? Is it cross-sell (a new thing) or more of the same (more seats, more volume)? One angle, named.143. **Build the case on realized value.** Start from what they've already gotten — the outcome the book can show — and extend it to the new area, in their words, not a feature list.154. **Re-arm the champion.** Expansion is carried internally, not pitched in. Give the champion the one-page case they can forward, and the line that makes it their idea — not your quota.165. **Hand to sales with the CS context.** The handoff is the account, the angle, the realized-value case, and the champion — so sales picks up a warm, qualified expansion, not a cold account. A real expansion is a new deal: it crosses back to `ops/pipeline.md`, the loop the bowtie closes.176. **Log it and update the book.** Mark the account Expanding; note the angle and the handoff in `ops/customers.md`.1819Don't run this on an unhealthy account — route that to `churn-save` first. Expansion is the reward for value landing, not a substitute for it.2021## Depth22- quick: confirm the trigger + name the one angle.23- standard: the full play — trigger, angle, value-case, champion, hand to sales.24- deep: + the multi-thread map of who signs off on the larger spend, and the buyer-facing one-pager for the champion to forward.
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