expansion-revenue
Skill0 starsChanged 40 days agoMITView on GitHub
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.
1 other project uses a version of this.
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- SkeneTechnologies/plg-skillstheir own version, first seen Jan 26, 2026
Other versions1 project uses a version of this.
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- SkeneTechnologies/plg-skills★ 19same name
How matches are found. Word for word: the exact same text. Edited: shares passages with this file (“99% same” means 99% of its five-word phrases also appear here; 10% or more counts). Their own version: similar meaning, or, weakest, the same name. We can’t tell which project had it first. Projects are counted among the 200 most-starred candidates, and mentions are links to the repository we found, up to 50 per site, so both counts are a floor.
In this repository6 other files it gives its agents.
- churn-reductionSkill
- customer-success-qbrSkill
- growth-modelSkill
- product-analyticsSkill
- saas-pricingSkill
- unit-economicsSkill
The file
We split this skill into the rules it gives an agent
1 rule. About 0 are common, 1 is distinctive, and 0 are very specific to this project.
≈0
Common · estimate
Many files like this have a rule of this kind.
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Distinctive · estimate
This author's own choices. Worth a look.
0
Very specific
Tied to their project's names, files or tools. Probably skip.
- Common
- Distinctive
- Very specific
- Distinctive: line 74
No instrumentation, so expansion depends on the rep noticing manually.
≈ “Common” is an estimate: at least 1 in 5 of the 350,495 skill files we read have a rule of the same kind, not the same words. “Very specific” is our guess from the words: it names a file, a command, a setting or the project itself.
Files
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 grows.
Trigger-Based Expansion
The key to systematic expansion is triggers - signals that a customer is ready to buy more. Instrument the product to detect them:
- Usage approaching a limit (seats near cap, usage near tier ceiling) - the highest-converting trigger.
- New use case or team adopting the product organically.
- A new champion or executive sponsor joining.
- A milestone hit - they achieved the outcome the product promised.
- Feature interest - repeated visits to a gated feature.
Route each trigger to the right motion: low-friction upsells can be self-serve or PLG; strategic cross-sells go to the account team.
Talk Tracks
Anchor every expansion conversation on the customer's outcome, never on your quota:
- "You've hit [milestone]; teams at this stage usually expand to [capability] to [next outcome]."
- Lead with value already delivered (use the QBR data), then connect expansion to the next goal.
- Make the path frictionless - pre-build the quote, remove approval drag.
Ownership and Incentives
- Decide who owns expansion: CSMs, account managers, or a hybrid. Misaligned ownership is the top reason expansion stalls.
- Compensate for net revenue retention, not just gross renewal, so the team is motivated to grow accounts, not merely keep them.
Metrics
- Net revenue retention - the headline; target > 110%.
- Expansion as % of new ARR.
- Trigger-to-expansion conversion rate per trigger type.
- Time from trigger to expansion close.
Anti-Patterns
- Pushing expansion before value is proven; it reads as a money grab and risks the renewal.
- No instrumentation, so expansion depends on the rep noticing manually.
- Comping renewal only, which makes the team defensive instead of growth- oriented.
Deliverable
Produce an expansion playbook: the trigger catalog with routing rules, talk tracks per trigger, the ownership and comp model, and the metric set led by net revenue retention.
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