Expansion Revenue

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---
name: Expansion Revenue
description: Build upsell and cross-sell playbooks driven by usage triggers.
---

# Expansion Revenue

In a mature SaaS business, the majority of new revenue comes from existing
customers, not new logos. Net revenue retention above 100% means you grow even
if you stop acquiring. This skill builds the systematic expansion motion.

## Why Expansion Wins

Selling more to a happy customer costs a fraction of acquiring a new one and
closes faster. Expansion revenue carries higher margin and signals product
value. A business with NRR > 120% compounds; one with NRR < 90% is a leaky
bucket no acquisition spend can fill.

## The Two Motions

- **Upsell**: more of what they have — seats, usage tiers, higher plans.
- **Cross-sell**: adjacent products or modules they do not yet own.

Upsell scales with the value metric; cross-sell scales with product breadth.
Build upsell into pricing first, then layer cross-sell as the product line… install to load the full skill