Expansion Playbook Library Skill

When to Use

• Preparing QBRs/EBRs where growth plays should be highlighted.

• Running account reviews to recommend upsell/cross-sell motions.

• Equipping AEs/CSMs with talk tracks and proof aligned to success milestones.

Framework

• Trigger Mapping – link product usage, milestone completion, or executive asks to specific plays.

• Value Narrative – outline business impact, ROI proof, and reference customers per play.

• Commercial Guardrails – specify packaging, pricing, approvals, and compensation cues.

• Enablement Kit – include decks, ROI calculators, success stories, and objection handling.

• Measurement – track attach rate, win rate, and cycle time for each play.

Templates

• Play card (trigger, narrative, assets, owners, KPIs).

• Executive talking points for expansion proposals.

• Post-play follow-up checklist with success metrics.

Tips

• Keep plays prioritized (top 3 per segment) to avoid overwhelm.

• Pair with account-health-framework to time plays when risk is low.

• Capture learnings after each motion to refine triggers + messaging.