Find Expansion Readiness, Not Just Appetite
Evaluate expansion readiness using outcome proof, stakeholder ownership, and timing signals.
A signal becomes an expansion opportunity only when the customer has proof, ownership, and timing. Identify the evidence High usage, positive sentiment, and champion enthusiasm are useful signals, but they are not enough. Look for outcome proof that the customer would recognize: saved time, reduced risk, increased throughput, cleaner reporting, or better customer experience. Align to a real stakeholder problem Expansion should attach to an owner. Map who owns the adjacent problem, who influences that owner, and who can block resourcing. If the current champion cannot reach those people, the next step is stakeholder access, not a proposal. Optimize the…
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