Builds a systematic expansion playbook for existing SaaS customers – a catalog of usage triggers (limit approach, new team adoption, milestone hit) with routing rules, outcome-anchored upsell and cross-sell talk tracks, ownership and comp models, and metrics led by net revenue retention.
Builds a systematic expansion playbook for existing SaaS customers - a catalog of usage triggers (limit approach, new team adoption, milestone hit) with routing rules, outcome-anchored upsell and cross-sell talk tracks, ownership and comp models, and metrics led by net revenue retention. Use when someone asks "how do we grow revenue from existing accounts", "build an upsell playbook", "our NRR is too low", or wants trigger-based expansion instead of reps guessing. Do NOT use for designing tiers and value metrics from scratch - use saas-pricing instead; for stopping customers from leaving, use churn-reduction.This is the skill's description: the text your AI reads to decide when the skill applies.
expansion-revenue/SKILL.md
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name: Expansion Revenue
description: Builds a systematic expansion playbook for existing SaaS customers - a catalog of usage triggers (limit approach, new team adoption, milestone hit) with routing rules, outcome-anchored upsell and cross-sell talk tracks, ownership and comp models, and metrics led by net revenue retention. Use when someone asks "how do we grow revenue from existing accounts", "build an upsell playbook", "our NRR is too low", or wants trigger-based expansion instead of reps guessing. Do NOT use for designing tiers and value metrics from scratch - use saas-pricing instead; for stopping customers from leaving, use churn-reduction.
---
# 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… load the full skill through Skill MeClick to play with sound.