Expansion Playbooks Skill When to Use - Identifying accounts ready for cross-sell or upsell. - Designing lifecycle campaigns that move customers from adoption to value realization and expansion. - Partnering with sales/CS to run QBRs, roadmap reviews, or packaging changes. Framework 1. Signal Stack – product usage milestone, success plan completion, idle licenses, executive sponsor engagement. 2. Play Types – roadmap preview, ROI workshop, packaged add-on offer, multi-product bundle, success story swap. 3. Offer Crafting – align incentive (discount, pilot, service credits) with customer value…