Expansion Opportunity Tracker

Opportunity Type     | Trigger Signals              | Qualification Criteria
--------------------|-------------------------------|-------------------------
Usage-based Upsell | >80% plan utilization       | 3+ months consistent usage
Feature Expansion   | Support requests for premium | Business case alignment
Seat Expansion      | High collaboration activity  | Budget confirmation
Cross-sell          | Adjacent use case mentions   | Decision maker access
Renewal Upgrade     | Contract within 90 days      | Positive health score

def calculate_expansion_readiness(customer_data):
    """
    Calculate customer expansion readiness score (0-100)
    """
    weights = {
        'product_adoption': 0.25,
        'usage_growth': 0.20,
        'engagement_score': 0.15,
        'support_satisfaction': 0.15,
        'contract_health': 0.15,
        'stakeholder_depth': 0.10
    }

    scores = {
        'product_adoption': min(customer_data['features_used'] / customer_data['available_features'] * 100, 100),
        'usage_growth': calculate_usage_trend(customer_data['usage_history']),
        'engagement_score': customer_data['login_frequency'] * customer_data['session_duration'],
        'support_satisfaction': customer_data['csat_average'],
        'contract_health': 100 if customer_data['payment_current'] else 0,
        'stakeholder_depth': min(customer_data['active_users'] / customer_data['licensed_seats'] * 100, 100)
    }

    weighted_score = sum(scores[key] * weights[key] for key in scores)
    return round(weighted_score, 2)

-- Expansion Opportunity Identification Query
WITH customer_metrics AS (
    SELECT 
        customer_id,
        mrr,
        usage_percentage,
        feature_adoption_score,
        support_ticket_sentiment,
        days_until_renewal,
        expansion_history
    FROM customer_health_view
),
opportunity_signals AS (
    SELECT 
        customer_id,
        CASE 
            WHEN usage_percentage > 80 THEN 'High Usage - Upsell Ready'
            WHEN feature_adoption_score > 70 THEN 'Feature Expansion Candidate'
            WHEN days_until_renewal < 90 AND mrr > 5000 THEN 'Renewal Upgrade Target'
            ELSE 'Monitor'
        END as opportunity_type,
        (usage_percentage * 0.4 + feature_adoption_score * 0.6) as expansion_score
    FROM customer_metrics
)
SELECT * FROM opportunity_signals WHERE expansion_score > 60;

# High-Usage Expansion Playbook

## Trigger Conditions
- Usage >75% of current plan for 2+ consecutive months
- No recent support escalations
- Payment history current

## Engagement Strategy
1. **Week 1**: Usage congratulations + value realization call
2. **Week 2**: Capacity planning discussion
3. **Week 3**: Upgrade proposal with ROI analysis
4. **Week 4**: Contract negotiation and closing

## Success Metrics
- Conversion rate target: 35%
- Average deal size increase: 40%
- Time to close: <30 days

// Cross-sell opportunity detection
function identifyCrossSellOpportunities(customerProfile) {
    const crossSellMatrix = {
        'CRM': ['Marketing Automation', 'Sales Analytics'],
        'Marketing Automation': ['CRM', 'Content Management'],
        'Analytics': ['Data Warehouse', 'Business Intelligence'],
        'Communication': ['Project Management', 'File Storage']
    };

    const currentProducts = customerProfile.activeProducts;
    const companySize = customerProfile.employeeCount;
    const industry = customerProfile.industry;

    let opportunities = [];

    currentProducts.forEach(product => {
        if (crossSellMatrix[product]) {
            crossSellMatrix[product].forEach(suggestion => {
                if (!currentProducts.includes(suggestion)) {
                    opportunities.push({
                        product: suggestion,
                        confidence: calculateCrossSellConfidence(customerProfile, suggestion),
                        estimatedValue: estimateOpportunityValue(suggestion, companySize),
                        timeline: getRecommendedTimeline(customerProfile)
                    });
                }
            });
        }
    });

    return opportunities.sort((a, b) => b.confidence - a.confidence);
}

# Expansion metrics tracking
class ExpansionMetrics:
    def __init__(self, customer_data):
        self.customers = customer_data

    def calculate_expansion_metrics(self):
        return {
            'net_revenue_retention': self.calculate_nrr(),
            'expansion_rate': self.calculate_expansion_rate(),
            'upsell_conversion': self.calculate_upsell_conversion(),
            'cross_sell_attach_rate': self.calculate_cross_sell_rate(),
            'expansion_pipeline_value': self.calculate_pipeline_value(),
            'average_expansion_size': self.calculate_avg_expansion()
        }

    def calculate_nrr(self):
        """Calculate Net Revenue Retention"""
        beginning_mrr = sum(c['starting_mrr'] for c in self.customers)
        expansion_mrr = sum(c['expansion_mrr'] for c in self.customers)
        contraction_mrr = sum(c['contraction_mrr'] for c in self.customers)
        churn_mrr = sum(c['churned_mrr'] for c in self.customers)

        return ((beginning_mrr + expansion_mrr - contraction_mrr - churn_mrr) / beginning_mrr) * 100

# Expansion opportunity alert configuration
alerts:
  high_usage_threshold:
    condition: usage_percentage > 80
    frequency: weekly
    recipients: ["csm@company.com", "sales@company.com"]
    template: "high_usage_expansion"

  feature_request_pattern:
    condition: premium_feature_requests >= 3
    timeframe: 30_days
    action: create_expansion_opportunity
    priority: medium

  renewal_expansion:
    condition: days_until_renewal <= 90 AND health_score > 70
    action: trigger_renewal_expansion_playbook
    assignee: account_owner

Expansion Type    | Primary Stakeholder | Secondary Influencers | Decision Timeline
------------------|--------------------|-----------------------|------------------
Seat Expansion    | IT Administrator   | Department Heads      | 2-4 weeks
Feature Upgrade   | End Users          | Budget Owner          | 4-8 weeks  
New Product       | Executive Sponsor  | Technical Team        | 8-16 weeks