Identify and secure expansion and growth opportunities
Most recurring revenue companies have enormous untapped potential and growth, right within their existing customer base. Develop strategies for identifying and closing expansion these opportunities, with specific guidance that every CSM can easily execute across each of their accounts.
Impact you’re looking for:
- Maximized growth from the existing customer base
- Easily secured expansions from every CSM
- CSMs are well equipped to turn upset customers into expansion opportunities
- Well defined roles and responsibilities for collaboration between each revenue function (Customer Success, Account Management, Sales)
Includes
- Specific steps and criteria for identifying expansion opportunities, including a customized Account Planning framework
- Guidance for CSMs on how to have expansion conversations at key moments throughout the customer journey
- Trigger Plays that provide turn-by-turn directions for navigating common customer situations as they arise
Key Steps
01.
Gather data
Review best practices on proactive whitespace analysis and finding growth opportunities within accounts
02.
Define the process
Identify and define the internal stages of an expansion deal, whether attached to a renewal cycle or existing stand-alone
03.
Design trigger plays and blueprints
Provide turn-by-turn directions for identifying expansion potential, and blueprints to support account planning and expansion motions
04.
Activate
Provide best practice recommendations on how to apply the new processes and resources