Expansion Signals
Expansion signals identify growth opportunities on existing accounts. These are positive signals indicating readiness to buy more.Signal Types
| Signal Type | Severity | Description |
|---|---|---|
expansion_ready | INFO | Expansion propensity score exceeds threshold (default: 70) |
whitespace_opportunity | INFO | Significant product whitespace detected |
usage_threshold_met | INFO | Product usage exceeded adoption threshold |
cross_sell_signal | INFO/WARNING | Cross-sell conditions met (high adoption + whitespace) |
strategic_alignment | WARNING | Starbridge: district strategic themes match product |
grant_funding_available | WARNING | Starbridge: grant funding available for relevant categories |
low_adoption_risk | WARNING | Product adoption dangerously low (risk of removal) |
Threshold Configuration
| Parameter | Default | Description |
|---|---|---|
expansion_ready_score | 70 | Propensity score threshold |
cross_sell_min_adoption_pct | 50 | Current product adoption must exceed this |
cross_sell_max_products | 6 | Max products before whitespace shrinks |
Recommended Actions
| 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 district 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 |