Expansion Signal

The other act-skill on the right side. Two of the three ways a company grows happen after the first sale (docs/operating-model.md), and this is one of them: account-health flags the EXPANSION-SIGNAL; this turns it into an angle and hands it to sales with the customer context attached — so it isn't a cold internal restart.

From the healthy account in ops/customers.md and the EXPANSION-SIGNAL line:

1. Confirm the trigger is real. Expansion rides on adoption, not the calendar. The signal is the core used well plus a named next pain — a second team asking unprompted, a new use case, more seats. A renewal date is not an expansion trigger; pushing growth on an account that isn't getting value yet is churn with extra steps.
2. Name the angle. Which way does it grow — an adjacent team, a new use case, deeper use of what they already have? Is it cross-sell (a new thing) or more of the same (more seats, more volume)? One angle, named.
3. Build the case on realized value. Start from what they've already gotten — the outcome the book can show — and extend it to the new area, in their words, not a feature list.
4. Re-arm the champion. Expansion is carried internally, not pitched in. Give the champion the one-page case they can forward, and the line that makes it their idea — not your quota.
5. Hand to sales with the CS context. The handoff is the account, the angle, the realized-value case, and the champion — so sales picks up a warm, qualified expansion, not a cold account. A real expansion is a new deal: it crosses back to ops/pipeline.md, the loop the bowtie closes.
6. Log it and update the book. Mark the account Expanding; note the angle and the handoff in ops/customers.md.

Don't run this on an unhealthy account — route that to churn-save first. Expansion is the reward for value landing, not a substitute for it.

Depth

• quick: confirm the trigger + name the one angle.
• standard: the full play — trigger, angle, value-case, champion, hand to sales.
• deep: + the multi-thread map of who signs off on the larger spend, and the buyer-facing one-pager for the champion to forward.