1 min lesson
One account team with Sales
Use "The expansion is a commercial motion, so Sales has to be in it from the start" to say what you would do next.
Step 1 of 2
One account team with SalesNo surprises, no turf
The expansion is a commercial motion, so Sales has to be in it from the start - not handed a closed deal at the end. Brief the account executive on the proof, the target BU and the timing before you talk numbers with the customer. Meridian should never sense daylight between you and Sales.
Panels probe whether you guard turf or make the team better. Volunteer the coordination unprompted: “I'd line up the expansion with the AE before I floated it to the customer, so the proof I bring and the commercial ask are one conversation. The customer should see a single account team, not a CSM and a rep with different agendas.” That answers the cross-functional panel's real question before they ask it.
Ask the honest question: is this expansion earned by adoption or am I pushing it to hit a number? If you can't point to a proof the customer already feels, you're pushing - slow down and deepen first.
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Optional practice
Practice: One account team with Sales
QWhat is the clearest sign that an expansion play is earned rather than pushed prematurely?