Account-to-Expansion

A run starts when there is reason to believe an existing customer should be buying more: usage against a limit, a new team adopting what they have, a product they do not own, a change in their own business. The processes here spot the opening, test with the people who would live with it whether it is real, plan the approach with whoever owns the relationship, and open a deal that then runs through the same discovery, proposal and closing streams as any other. What is particular here is the start, not the middle. A renewal that grows is still a renewal; a separate decision to buy is an expansion.