Upsell Opportunities

Upsell Opportunities

Identify and capitalize on expansion revenue opportunities.

Overview

Upsell opportunities are signals that an account may be ready for expansion. Karolina analyzes usage patterns, engagement signals, and business indicators to surface accounts with growth potential.

Opportunity Dashboard

Access from main navigation:

1. Click Upsell Opportunities in the sidebar
2. View all identified opportunities
3. Filter by stage, value, or confidence

Dashboard Metrics

Opportunity Scores

Each opportunity has a score (0-100) indicating expansion readiness:

Expansion Indicators

Usage Indicators

Engagement Indicators

Business Indicators

Opportunity Detail View

Click any opportunity to see detailed analysis:

Summary

Quick overview:

• Opportunity score
• Primary indicators
• Estimated value
• Recommended approach

Contributing Factors

What indicates expansion readiness:

Expansion Score: 78%

Ready Indicators:
1. Usage at 92% of plan limit
2. 40% increase in active users
3. NPS score: 9
4. Champion promoted to VP
5. Exploring enterprise features
6. Growing headcount 25% YTD

Value Estimation

AI-generated revenue projection:

Estimated Expansion Value:
- Seats: 20 additional users ($2,000/mo)
- Tier upgrade: Enterprise plan ($5,000/mo)
- Add-ons: Analytics package ($1,000/mo)

Total Potential: $8,000/month ($96,000 ARR)
Confidence: 75%

Recommended Approach

Suggested next steps:

Recommended Actions:
1. This week: Schedule discovery with champion
2. Next week: Demo advanced features
3. Following week: Present expansion proposal
4. Target close: End of quarter

Opportunity Stages

Track progress through your sales cycle:

Managing Opportunities

Creating Opportunities

Manually create an opportunity:

1. Click Create Opportunity
2. Select account
3. Add details:
   • Opportunity type (seats, upgrade, add-ons)
   • Estimated value
   • Target close date
   • Notes
4. Click Create

Updating Stages

Move opportunities through stages:

1. Open the opportunity
2. Click Update Stage
3. Select new stage
4. Add notes on progress
5. Save

Linking to CRM

Sync with Salesforce/HubSpot:

1. Click Link to CRM
2. Search for opportunity in CRM
3. Select to link
4. Data syncs bidirectionally

Expansion Plays

Play 1: Usage-Based Expansion

Trigger: Account reaches 80%+ usage

Steps:

1. Analyze usage patterns
2. Identify growth areas
3. Schedule usage review
4. Present expansion options
5. Quote and close

Talking Points:

"We've noticed your team has grown significantly and 
you're approaching [product] capacity. To ensure you 
continue getting the most out of the platform, I'd 
recommend discussing an expansion to accommodate your 
growth."

Play 2: Champion-Led Expansion

Trigger: Champion promoted or expanded scope

Steps:

1. Congratulate champion on promotion
2. Understand new responsibilities
3. Introduce expanded use cases
4. Connect to new stakeholders
5. Expand within organization

Play 3: Feature-Led Expansion

Trigger: Heavy usage of advanced features

Steps:

1. Identify high-value features in use
2. Present premium feature preview
3. Offer pilot program
4. Gather feedback
5. Expand based on success

Best Practices

Qualification

Only pursue ready opportunities:

Discovery Questions

Uncover expansion potential:

Discovery Questions:
1. What are your goals for the next [quarter/year]?
2. How is [relevant department] performing?
3. What challenges are you facing?
4. What would "success" look like?
5. Who else should be involved in planning?
6. What's your timeline and budget?

Mutual Success Plans

Align on expansion milestones:

1. Define success metrics
2. Set timeline together
3. Agree on checkpoints
4. Document in account plan
5. Review regularly

Tracking Expansion Success

Win Rate Optimization

Analyze conversion:

Pipeline Accuracy

Track forecasting:

• Estimated vs actual close
• Deal size accuracy
• Timeline accuracy

Troubleshooting