Expansion Case

Goal

Analyze account usage signals and context to produce a prioritized expansion or upsell recommendation with a clear value narrative and specific offer.

Trigger

When a CSM or AE wants to build an expansion case before a renewal, QBR, or upsell conversation.

Steps

1. 1

   Ingest the account context below — paste in any combination of usage data, health scores, support history, contract details, stakeholder notes, or CRM snippets: $account_context

   • □Account name and current contract tier are identifiable
   • □At least one usage metric or behavioral signal is present
   • □Key stakeholders or decision-maker roles are mentioned

   Analyze the account context below:
   
   $account_context

2. 2

   Identify the top 2–3 expansion signals from the data: feature adoption gaps, usage growth trends, team size vs. seat count, support requests hinting at unmet needs, or manual workarounds the customer has mentioned.

   • □Each signal is tied to a specific data point from the input
   • □Signals are ranked by strength and revenue potential
3. 3

   Map each expansion signal to a business outcome the customer cares about. Translate product usage patterns into language that reflects their goals — efficiency, revenue, risk reduction, scale, or competitive advantage.

   • □Each signal has a corresponding customer outcome
   • □Outcomes use the customer's industry or role language, not internal product terms
4. 4

   Recommend a specific expansion or upsell offer: name the product, tier, add-on, or seat increase to propose. Justify why this offer solves the identified gaps better than the status quo or a competitor alternative.

   • □A single primary offer is named with clear rationale
   • □A secondary or fallback offer is noted if appropriate
5. 5

   Write the value story — a 3–5 sentence narrative the rep can use verbally or in an email. It should open with the customer's current situation, name the risk or opportunity, introduce the recommended offer, and close with the expected outcome or ROI anchor.

   • □Narrative starts from the customer's perspective, not the vendor's
   • □Includes a tangible or quantified outcome where data supports it
   • □Tone matches the account relationship (strategic vs. transactional)
6. 6

   Produce a one-page expansion case summary structured as: Account Snapshot, Top Expansion Signals, Recommended Offer, Value Story, and Suggested Next Step (e.g. discovery call, exec sponsor outreach, pilot proposal).

   • □All five sections are present and populated
   • □Next step is specific and time-bound where possible

Output format

A structured one-page expansion case with five labeled sections: Account Snapshot (2–3 bullets), Top Expansion Signals (bullet list with data references), Recommended Offer (primary + optional secondary), Value Story (3–5 sentence paragraph), and Suggested Next Step (one actionable sentence). Keep total length under 400 words. Use plain business language suitable for sharing directly with a rep or manager.