Score an Expansion Opportunity
Apply an expansion readiness score across value proof, stakeholder owner, timing, and validation step.
Ben needs to decide whether a 60-seat expansion signal is ready for proposal or needs validation first. Expansion readiness score = value proof + adjacent problem + stakeholder owner + customer-agreed validation The common trap is treating strong current adoption as proof that another department is ready to buy, even when the adjacent problem owner and validation step are missing. Score value proof Green: the QBR documented 24 percent faster case routing and the customer accepted the metric. QBR proof gives the expansion conversation credibility. It shows the current footprint created value. Score adjacent problem Yellow: Sales Ops likely has…
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