Where it sits
The post-sales cycle. Expansion is usually treated as something account teams stumble into. This solution treats it as something the office manufactures — from demand signal your accounts are already emitting.
✦ Solutions · Demand side
Pipeline you didn’t have to buy.
Expansion Business Case contracts the office itself — its analysts and your account teams — on one output: qualified expansion business cases, judged by the account’s own sponsor. The office originates post-sales pipeline instead of waiting for it.
Enablement Office on behalf of:
CROs and account leaders who own expansion and the renewal forecast.
Whose performance it contracts
The office’s own analysts and the account team. The judge is the account’s economic sponsor. This is the solution that makes the office a GTM motion rather than a support function.
Expansion isn’t found. It’s qualified.
The contract at the center
From raw signal to a business case a sponsor would fund.
Your next use case is already in your calls. Buried in field notes, session recordings, and community threads sits a queue of things your customers keep asking for sideways. The office turns that exhaust into business cases — each with the evidence attached: who asked, what it displaces, what it’s worth — and puts them in front of the one person who can say yes.
Nothing enters the pipeline because a model liked it. A business case exists when a sponsor says it’s worth funding the scoping.
Performance contract
The expansion business case- Output
- A next-use-case business case the account’s sponsor agrees is worth funding.
- Judge
- The account’s economic sponsor.
- Standard
- “I’d put budget owner time against this.”
- Deadline
- Per account review cycle.
- Evidence
- Sponsor-accepted business cases; cases that convert to committed work.
What the twin does
Mines demand signal from your calls, sessions, field notes, and community input. Drafts business cases with the evidence attached — the verbatim asks, the frequency, the accounts affected — and keeps the queue honest: every case traces to something someone actually said.
What your people do
The sponsor judges worth. The office decides what advances. The account team carries the business case into a real conversation with the evidence already assembled. Nobody pitches a hunch; nobody sits on a signal.
Nothing enters the pipeline because a model liked it.
What it settles against
Expansion stops being a windfall and starts being a number.
Sponsor-accepted, evidence-attached — not a wishlist.
How many qualified business cases become committed work.
The office’s leading indicator, fed directly by this queue.
Together these feed the office’s north star — net revenue retention influenced — with originated business cases as the earliest signal in the chain.
- Named
The practice exists; the account portfolio is chosen.
- Mapped
The twin has drafted the first business-case queue from your own calls and sessions.
- Signed
Sponsors’ standards are on the contracts; the account team confirmed the queue.
- Live
Business cases flowing to sponsors each review cycle; the office deciding what advances.
- Measured
Settlement on conversion to committed work, on the account calendar.
Originate from one portfolio