You have a mid-size customer paying $50,000 a year. How would you try to grow them to $150,000 over two years?

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RED SAG · Accepted Answer

Expansion starts with proven value, so first I would make sure the current team is getting measurable results and is happy, working closely with customer success. Then I would map the organisation: other divisions, regions and use cases where the same problem exists, and estimate the whitespace in each. I would ask my champion for introductions to peers in those groups and use an internal case study with their own results, which is much more convincing than our marketing. I would also build a relationship with an executive sponsor who sees the bigger picture, and propose a plan that rolls out in phases, perhaps with an enterprise agreement that makes adding teams easy. The account plan would have quarterly milestones, owners and a review with customer success, so expansion is deliberate rather than accidental.

You have a mid-size customer paying $50,000 a year. How would you try to grow them to $150,000 over two years?

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