Upsell & Expansion
The install base is the highest-converting pipeline most SaaS companies have, and the most under-instrumented. This playbook watches usage, team growth, role changes, and feature adoption across your customers, flags the accounts that look ready, and hands the CSM or AE a suggested play they can run that week.
The problem
Expansion usually happens when a customer raises their hand or a CSM happens to notice in a QBR. NRR leaks quietly between quarters because nobody is systematically watching the early signals. By the time a deal lands in pipeline, the moment has often already passed.
How DataChi runs it
DataCHI pulls usage telemetry, seat counts, role changes, and adoption data, scores each account against an expansion model, and routes flagged accounts with a suggested play: more seats, a tier upgrade, or a new product line. Every play tracks end-to-end so the team learns which signals actually convert.
What's included
- Multi-signal expansion scoring per account
- Suggested play per signal type (seats, tier, cross-sell)
- Routing rules that pick CSM or AE by play type
- Stakeholder change detection inside the account
- Outcomes tracked from flag through to closed-won
- NRR dashboards with signal-to-revenue attribution
Who it's for
CS, AM, and revenue teams at subscription companies measured on NRR and gross retention.
Outcomes
- NRR above 110% without leaning on price increases
- Expansion action weeks before the customer raises a hand
- A defensible line from signal type to expansion ARR
Ready to run Upsell & Expansion with DataChi?
See the playbook in action with your data, your stack, and your team.
Book a 20-minute demo