> ## Documentation Index
> Fetch the complete documentation index at: https://hc.pillargtm.com/llms.txt
> Use this file to discover all available pages before exploring further.

# Expansion Pipeline

> Product whitespace, expansion propensity scoring, and cross-sell opportunities across the portfolio.

# 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.

## 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.

## Product Heatmap

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

| Cell State           | Color | Meaning                                       |
| -------------------- | ----- | --------------------------------------------- |
| Owned, high adoption | Green | Healthy product relationship                  |
| Owned, low adoption  | Amber | Adoption risk -- may not renew this product   |
| Not owned            | Grey  | Whitespace opportunity -- estimated ARR shown |

## KPI Metrics

| Metric                | Description                                                      |
| --------------------- | ---------------------------------------------------------------- |
| **Whitespace ARR**    | Total estimated ARR across all missing products for all accounts |
| **High Propensity**   | Count of accounts with high expansion propensity                 |
| **Avg Adoption**      | Average product adoption percentage across owned products        |
| **Expansion Signals** | Active signals in the EXPANSION and STARBRIDGE families          |

## 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.

## Recommended Next Product

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

## 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

## API Endpoint

```
GET /api/expansion
```

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

## Access

Available to: CRO/CEO, VP Sales, VP CS, RevOps

Navigate to: `/expansion` or click "Expansion" in the Command Center nav pills.

## Related: Product Affinity

The [Product Affinity](/data/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](/api/expansion-intelligence) scored by affinity, adoption readiness, health, and propensity.