Walk an Expansion Path Without Pitching Too Soon
Sequence an expansion motion through proof, stakeholder alignment, and validation before proposal.
Expansion signal The customer hints that another department has a similar problem, but no one from that department is in the QBR. A premature proposal can convert curiosity into pressure. Expansion path Identify -> Align -> Validate Expansion readiness forms when a proven outcome connects to an adjacent stakeholder-owned problem. The QBR can surface the signal, but the next step should lower uncertainty. Shortcut Create a quote because the champion sounded excited. The customer co-owns the expansion logic. Expansion should feel like the next step in the customer's plan, not your next step in forecast. 01 Signal 02 Owner 03…
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