T46 Expansion opportunity review
Expansion opportunity review
Which healthy Tidewater accounts to approach for expansion this month, with what offer, and how confident we are in each fit. Prepared by Customer Success for the founder's monthly growth review. Customer names, dates and fit ratings in this template are synthetic sample data.
Sample template: the firm, people, clients and figures are fictional, and the embedded view holds synthetic sample records.
The qualified list
This view shows every account with Health equal to Healthy and a recorded expansion hypothesis, so it also includes accounts we have deliberately marked "Not now". Read the Expansion hypothesis column before reaching out.
Qualification criteria
| Criterion | Pass bar | Why it matters |
|---|---|---|
| Health | Healthy, not Watch or At risk | Do not add spend to an account still proving initial value |
| Renewal probability | 75 or higher | Below this, focus on the save first |
| Expansion hypothesis | A specific use case, not "Not now" | A vague hypothesis means we are not ready to pitch |
| Champion engaged | Responded to outreach in the last 30 days | No champion, no expansion conversation |
| Usage depth | A named milestone already live | Expansion needs a working first use case as proof |
Accounts we are approaching this month
| Account | Owner | Renewal probability | Expansion hypothesis | Fit |
|---|---|---|---|---|
| Northstar | Sara Ortiz | 75 | Add automation package for the finance team | |
| Harbor Lane | Owen Brooks | 70 | Expand to the marina services team | |
| Acme | Maya Chen | 85 | Add a second team for the support desk | |
| Cobalt Labs | Priya Nair | 90 | Lab partner portals | |
| Quarry Hill Architects | Maya Chen | 85 | Client review rooms for large residential projects | |
| Bluefin Logistics | Sara Ortiz | 100 | Customs broker partner portal |
Fit by account
Champion Ruth Okafor is engaged and the finance team already asked about automation in the last quarterly business review.
Usage is limited to one department today, so this expansion needs the marina team's buy-in before it is a real opportunity.
Strong renewal probability and a live integration to point to, but the lab partner portal idea has not been scoped with the customer yet.
Offer options
For accounts adding a team to an existing workflow, such as Acme's second support desk team. Priced per seat on the existing plan, no new contract term required.
For accounts extending into a new use case, such as Cobalt Labs's lab partner portals or Quarry Hill's client review rooms. Requires a short scoping call before quoting, since setup effort varies by use case.
For accounts nearing renewal where the expansion can be bundled into the renewal term, such as Northstar's automation package. Offer a modest discount for combining renewal and expansion into one signature.
Next steps
Pricing caveat
No price on this page is final. Confirm current list pricing and any discount approval limits with the founder before quoting any account, and never send a written quote directly from this review page.
Excluded from this list
Vellum Print Co renewed at a lower seat count after its team was reduced, so it is not a candidate for expansion this quarter even though it is a healthy account. Revisit at its next renewal.
How to use this template
Run this review monthly with the founder and customer success. Replace the values below; if a required value is missing, show Needs review instead of guessing a fit rating.
| Variable | Meaning | Required |
|---|---|---|
{{account.name}} | Healthy account being considered for expansion | Required |
{{account.expansion_hypothesis}} | Recorded expansion idea for the account | Required |
{{account.fit_rating}} | Qualitative fit score against the criteria table | Required |
{{offer.type}} | Which offer option applies | Required |
{{offer.price}} | Price to quote, confirmed against current list pricing | Required before quoting |
{{account.champion_engaged}} | Whether the champion responded in the last 30 days | Optional |
Before quoting: confirm current pricing with the founder, and drop any account whose expansion hypothesis reads "Not now".