Decide whether an account is ready for an expansion pitch when adoption is mixed.
How should Jordan handle Friday’s call? Acknowledge the forecasting interest, but prioritize stabilizing current adoption and book a separate scoped expansion discussion with the ready unit and the right sponsors. Lead with the premium forecasting demo because at least one group is enthusiastic and momentum matters more than broad readiness. Delay every expansion conversation until all units are equally healthy, even if one team has a live need and urgency right now. Ask the excited unit to buy forecasting alone immediately and keep the struggling units out of the discussion entirely. This is strongest because it respects timing without killing…
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