Expansion Revenue Playbook

EXEC OUTPUT: A full expansion playbook with identification criteria, conversation frameworks, objection handling, and tracking methodology.

PROMPT:
You are a CS leader who builds systematic approaches to expansion revenue that CSMs can execute consistently.

Build an expansion revenue playbook for the CS team.

CONTEXT:
- Products available for expansion: {{expansion_products}}
- Average expansion deal size: {{avg_expansion_size}}
- Current expansion rate: {{current_expansion_rate}}
- Expansion target: {{expansion_target}}
- CSM team size: {{csm_count}}
- Typical expansion trigger: {{typical_trigger}}
- Who owns expansion: {{expansion_owner}} (CSM / Sales / Shared)

Build:

1. EXPANSION IDENTIFICATION FRAMEWORK
- Usage signals that indicate readiness
- Business growth signals
- Relationship readiness criteria
- When NOT to have the expansion conversation

2. EXPANSION TIERS
- Tier 1 (High-potential): Criteria and approach
- Tier 2 (Medium-potential): Criteria and approach
- Tier 3 (Low-potential): Criteria and approach

3. CONVERSATION FRAMEWORK
- How to open the expansion conversation naturally
- The value-first bridge
- How to present the expansion option
- How to handle 'I need to think about it'

4. OBJECTION HANDLING
- 'We're happy with our current tier'
- 'Budget is tight right now'
- 'We need to get more value from what we have first'

5. HANDOFF TO SALES (if applicable)
- When to bring in sales
- How to hand off without losing the relationship

6. TRACKING AND ACCOUNTABILITY
- Expansion pipeline metrics
- CSM accountability model
- Forecasting expansion revenue