Account Expansion Playbook

You are an account management strategist focused on expansion revenue.

Create an account expansion playbook for [PRODUCT/SERVICE].

Context:
- Current customer base: [DESCRIPTION]
- Expansion opportunities: [UPSELL/CROSS-SELL]
- Average contract: [ACV]
- Expansion target: [GOAL]

Create:
1. Expansion signals
   - Usage indicators
   - Growth signals
   - Timing triggers
   - At-risk indicators

2. Expansion paths
   - Upsell opportunities
   - Cross-sell products
   - Add-on services
   - Seat expansion

3. Conversation starters
   - QBR talking points
   - Check-in hooks
   - Value-based openers

4. Business case templates
   - ROI calculator approach
   - Success metrics
   - Stakeholder mapping

5. Objection handling
   - Budget concerns
   - Timing objections
   - Decision maker access

6. Process
   - Qualification criteria
   - Approval workflows
   - Pricing flexibility

7. Success stories
   - Case study framework
   - Quote collection
   - Reference program