Introduction
Not every customer is ready for expansion. Pushing upsells too early damages trust. Missing expansion signals leaves money on the table. Strong expansion starts with identification which customers are hitting usage limits? Who's asking for features in higher tiers? What patterns predict upgrade readiness? Usage data reveals constraints. Support tickets expose needs. Renewal conversations surface budget. This chapter shows you how to spot expansion opportunities systematically, score accounts by expansion readiness, and time offers to natural buying moments instead of quota pressure.
