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Expansion Pipeline

The Expansion Pipeline dashboard shows the scored expansion opportunity across your entire account base — which accounts have product whitespace, how ready they are to expand, and what the dollar opportunity is.

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The Finite TAM Argument

In a finite market (~13,000 school districts, ~2,000 higher ed institutions), the fastest path to ARR growth isn’t net new logos — it’s expanding inside accounts you already serve. PILLAR maps product whitespace and scores expansion propensity across the base.

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Product Heatmap

The core view is a grid of accounts (rows) x products (columns):

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KPI Metrics

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Expansion Propensity Scoring

Each account receives an expansion propensity score (0-100) based on:
  • Health score — healthy accounts are more likely to expand
  • Whitespace percentage — more missing products = more opportunity
  • Champion engagement — is there an active champion who can advocate?
  • Adoption rate — high adoption on existing products signals readiness
  • Budget context — is the district in growth, stable, or cutting?
Accounts are classified as High, Medium, or Low expansion readiness based on configurable thresholds. For each account, PILLAR recommends the highest-value missing product based on:
  • Annual price of the missing product
  • Fit with the account’s existing product mix
  • District characteristics and priorities

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Expandable Account Rows

Click any row to see:
  • Account summary — ARR, health, whitespace %, adoption %, link to Account 360
  • Missing products — list with estimated ARR per product
  • Recommended next product — highlighted with blue badge
  • Expansion signals — active signals from EXPANSION and STARBRIDGE families

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API Endpoint

Returns kpi, products (full product catalog), and pipeline (all accounts with product detail, whitespace, propensity, signals).

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Access

Available to: CRO/CEO, VP Sales, VP CS, RevOps Navigate to: /expansion or click “Expansion” in the Command Center nav pills. The Product Affinity engine extends the Expansion Pipeline with product-pair intelligence. While this page covers account-level whitespace and propensity, Product Affinity adds co-adoption analysis showing which products are most commonly purchased together, typical cross-sell timelines, and ARR uplift per product pair. It also generates prioritized expansion signals scored by affinity, adoption readiness, health, and propensity.