Commit to One Expansion Hypothesis
Commit to a specific expansion validation action grounded in proof, owner, and next step.
Validate one expansion hypothesis Choose an account with proven value in one team and a plausible adjacent team or use case. We proved [measured outcome] for [current team]. [Adjacent team] likely has [similar business problem]. [Stakeholder] owns or influences that problem. My next validation step is [discovery/value model/pilot design] by [date], using [QBR proof] as context. In three days, check whether you completed the validation step or learned which readiness piece is still missing. A champion said another department has the same workflow pain, but no owner has been introduced. A QBR value slide shows strong proof and you need…
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