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expansion-playbook skill

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/plugins/account-management/skills/expansion-playbook

This skill helps you package upsell, cross-sell, and advocacy motions tied to customer outcomes for targeted QBRs, account reviews, and enablement.

npx playbooks add skill gtmagents/gtm-agents --skill expansion-playbook

Review the files below or copy the command above to add this skill to your agents.

Files (1)

SKILL.md

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---
name: expansion-playbook
description: Use to package upsell, cross-sell, and advocacy motions tied to customer
  outcomes.
---

# 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
1. **Trigger Mapping** – link product usage, milestone completion, or executive asks to specific plays.
2. **Value Narrative** – outline business impact, ROI proof, and reference customers per play.
3. **Commercial Guardrails** – specify packaging, pricing, approvals, and compensation cues.
4. **Enablement Kit** – include decks, ROI calculators, success stories, and objection handling.
5. **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.

---

Overview

This skill packages repeatable upsell, cross-sell, and advocacy motions tied directly to customer outcomes. It delivers a structured playbook that sales and customer success teams can apply during QBRs, account reviews, and enablement. The goal is to convert usage signals and milestones into prioritized, measurable growth actions.

How this skill works

The skill maps triggers such as product usage, milestone completion, or executive requests to specific expansion plays. Each play includes a value narrative, commercial guardrails, an enablement kit (decks, ROI tools, proof points), owners, and KPIs. It enforces measurement by tracking attach rate, win rate, and cycle time so teams can iterate on what works.

When to use it

Preparing QBRs/EBRs where growth opportunities must be surfaced
Running account reviews to recommend targeted upsell or cross-sell motions
Equipping AEs and CSMs with ready-to-use talk tracks and assets
Designing enablement programs that align playbooks with sales comp
Post-implementation to convert milestone achievements into expansion

Best practices

Prioritize the top 3 expansion plays per segment to avoid overwhelming reps
Tie each play to a measurable trigger and a single clear KPI
Include commercial guardrails: packaging, pricing, approvals, and comp signals
Bundle an enablement kit (talk tracks, ROI calc, customer stories) with every play
Capture and iterate on learnings after each motion to refine triggers and messaging

Example use cases

Create a play card for customers who hit a usage milestone, including executive talking points and expected ROI
Run a targeted cross-sell motion during QBRs informed by product adoption signals
Enable AEs with objection handling and pricing guardrails for a packaged upsell
Measure attach rate and win rate for a new play and adjust messaging based on outcome
Follow a post-play checklist to validate success metrics and capture customer references

FAQ

What does a play card include?

A play card contains the trigger, value narrative, required assets, owners, and KPIs to execute and measure the play.

How many plays should I maintain per segment?

Keep it focused: prioritize the top three plays per segment to ensure consistent execution and easier enablement.