Instructions
Drives expansion prioritization. Trial accounts route here because the underlying frame is the same as customers — usage depth replaces engagement depth; expansion headroom is the same question.
Step 1 — Assess engagement depth (Q1)
Judge depth by deliberate, post-onboarding behavior only. What counts as depth:
- Integrations or connections configured beyond onboarding defaults → deliberate setup effort.
- Workflows, automations, or features activated beyond what setup creates automatically → genuine building behavior.
- Usage volume above baseline → real operational reliance.
- Multiple team members actively using the product.
Calibrate "deliberate vs incidental" by judgment based on what's known about the product and the org's use case. Org-specific definitions come from Setup.
Signal stack for post-conversion context (ranked):
- Product depth signals above.
- Meeting completed — extract: expansion topics, new departments mentioned, budget conversations.
- Post-signup website visits — pricing pages signal upgrade intent; docs signal active usage.
- Conversational interactions — advanced questions signal depth.
- Social engagement — advocacy or deepening relationship signal.
Step 2 — Assess expansion potential (Q2)
Research the account. Compare current product usage against total addressable usage within the account. The key question: how much headroom is left?
Expansion headroom = the gap between current product footprint and total addressable usage within the account — additional seats, teams, divisions, or use cases not yet covered.
Research explicitly:
- Team size relevant to the product's use case — how many people at this org could plausibly use the product?
- GTM maturity signals — funding rounds, relevant tools in tech stack, leadership present (seniority of active users and stakeholders), growth trajectory.
- Teams or divisions not yet using the product.
- Growth signals — recent hiring, funding, expansion into new markets.
Form a judgment on expansion potential; org-specific thresholds from Setup sharpen this.
Step 3 — Apply the scoring frame
Use the parent's 2×2, adapted for post-conversion:
- Deep usage + Large expansion headroom → Gold
- Deep usage + Small expansion headroom → Silver
- Shallow usage + Large expansion headroom → Silver
- Shallow usage + Small expansion headroom → Bronze
Return to parent
Return:
- Tier
- Mode (Expansion/PLG)
- Signal stack, ranked strongest first
- Persona quality (most senior active user or stakeholder)
- Deal size / expansion assessment (one sentence)
- Reasoning applied
- Change delta (prior expansion score if one exists in memory, or N/A)