Workflows for sales and expansion
Expansion PQLs, second-department land-and-expand, support-sourced pipeline and win-backs — the revenue motions that live inside accounts you already closed.
Expansion Signal to PQL Handoff Playbook 2026
Expansion revenue hides in usage data long before anyone asks for a bigger plan. Catch accounts that cross your expansion threshold — engagement high, seats nearly full, limits being hit — qualify them against a written PQL profile, and hand the sales-ready ones to an AE with the evidence attached. Everyone else gets in-app prompts instead of a pitch.
Seat & Feature-Adoption Upsell Playbook 2026
Accounts tell you what they'd pay more for by how they use what they have: a feature worked to its limit, seats stretched past the contract, power users deep in add-on territory. Read feature-by-feature adoption against the plan they pay for, find the entitlement gaps, and route each to the right motion — an evidence-backed add-on demo or a seat true-up at the QBR.
Sales to CS Handoff Playbook 2026
The riskiest moment in a customer's life is the week after the signature, when sales moves on and CS starts from a blank page. This play moves the deal context to the CSM automatically, captures a day-zero engagement baseline the moment events start flowing, and checks the account against a healthy cohort at day 14 — so a stalled start gets re-planned in week two, not discovered at the first QBR.
Churned-Account Win-Back Playbook 2026
Every churned account is a lead with a documented objection, and your changelog eventually answers many of them. This play logs a reason code at churn, classifies winnability from the final engagement snapshot, watches for the unlock that answers the objection, and fires a win-back that says "you left because X; X shipped last month" to the person who made the call.
New Executive, New Rules Playbook 2026
A new CFO or CTO runs a tool audit in their first 90 days, and tools they didn't buy die first — your renewal was decided the day they were hired. This play catches the hire the week it happens, enriches who they are and what stack they came from, scores how visible your value is to someone who wasn't there for the sale, and puts the AM in front of them — in their frame — before procurement asks.
Second-Department Expansion Playbook 2026
Usage spreading across team boundaries is visible in the product data weeks before anyone asks for seats. This play detects the new-team usage cluster, qualifies the beachhead on week-2 retention, gets the champion to make the warm intro, onboards the new department onto its own use case, and books the deal as a second-department expansion — not a seat upsell.
Support-to-Expansion Goldmine Playbook 2026
Feature-request and limit-hit tickets from power users are pre-qualified expansion pipeline hiding in the support queue. This play catches the tagged ticket, qualifies it against engagement and plan data, routes the real opportunities to an AE as a PQL with the customer's own words attached, and measures support-sourced pipeline as its own number.
Every playbook, one download
All 31 workflows as print-ready playbooks — diagrams included. Plus every new workflow as we publish it.