Identify the expansion that genuinely serves each customer, and mark readiness against customer health, so expansion is matched to real need and timed to success rather than pushed indiscriminately.
Expansion takes three forms: more of what the customer already buys, an additional offering that complements it, or an upgrade to a higher level. The right expansion is the one that serves a real need of theirs. If an expansion does not map to a real customer need, leave it off. This is a map of what helps the customer, not a quota.
| Customer / tier | What they have now | Their need or goal | Expansion that serves them | Type (more / additional / upgrade) |
|---|---|---|---|---|
The same offer lands differently depending on when it arrives. Use your customer health reads to expand the succeeding customers and fix the struggling ones first.
| Customer | Expansion opportunity | Health read | Ready to expand, or fix first? |
|---|---|---|---|
Marking readiness against health is what keeps expansion a relationship-building act rather than a relationship-risking one.
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