Expansion Signals

Expansion signals identify growth opportunities on existing accounts. These are positive signals indicating readiness to buy more.

Signal Types

Signal Type	Description
Expansion Ready	Expansion propensity score exceeds threshold
Whitespace Opportunity	Significant product whitespace detected
Usage Threshold Met	Product usage exceeded adoption threshold
Cross-sell Signal	Cross-sell conditions met (high adoption + whitespace)
Strategic Alignment	Starbridge: institution strategic themes match product capabilities
Grant Funding Available	Starbridge: grant funding available for relevant categories
Low Adoption Risk	Product adoption dangerously low (risk of removal)

Signal	Typical Action
Expansion ready	Schedule expansion discovery call, prepare whitespace analysis
Whitespace opportunity	Share product roadmap, propose pilot for new modules
Cross-sell signal	Propose complementary product, reference similar customer
Strategic alignment	Align proposal to strategic plan language, use institution themes in pitch
Grant funding available	Prepare grant-aligned proposal, connect with procurement on timeline
Low adoption risk	Schedule training/enablement session, assign CSM for adoption review

All expansion signal thresholds are configurable per organization.

Detailed threshold configurations and severity logic are available in the PILLAR Implementation Guide provided to active customers.