1 min lesson
Expanding the right way
Recall the main items in "Expanding the right way", then connect each one to the work.
Step 1 of 2
Expanding the right way
Discount-driven expansion buys you a bigger number this quarter and a renewal problem next year. Value-driven expansion compounds.
- Expand off proof: "Team A's cycle time dropped - let's bring Team B on and measure the same thing" beats "buy 200 seats for 20% off."
- Watch for natural expansion triggers: a new project, a reorg, a team that keeps requesting access, a spike in active usage you can show them.
- Make expansion a renewal of the value story, not a fresh negotiation - the ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. case you built carries forward and grows with the seat count.
- Resist the urge to dump idle seats into a deal to hit a number; unused seats poison the next renewal when procurement audits utilization.