Add-On & Module Expansion
Selling the next module to customers already winning.
Workflow
Step 1Feature/Module Expansion Analysis
ObjectiveIdentify add-on products or modules for expansion
InputProduct roadmap, customer usage data, expansion strategy
OutputList of expansion candidates by customer
Key activities
Analyze current feature adoption, identify underadopted features, identify complementary products, assess expansion fit for account type
Decision points
Candidates align to customer strategy? Value clear?
Tools: Product analytics, roadmap analysisRoles: Product (feature expertise), CSM (customer context)
Success: Expansion candidates identified
Quality gate: Expansion candidates prioritized
Why it matters
- Add-ons monetize existing relationships — the trust exists, the value case is built on their own usage.
Best practices
- Base the case on their actual usage data.
- Assess adoption before selling the add-on.
- Price the add-on on the value it unlocks.
- Propose when usage signals readiness.
Common mistakes
- Selling add-ons before the core is adopted.
- Pricing on cost, not value.
- No readiness signal — pitching cold.
Key questions
- Which module would this customer actually use?
- Does their usage show readiness?
Agents that drive this
Expansion RadarPricing Strategist
Tools we use · alternates in [ ]
Metabase[ Looker Studio, Power BI, Grafana ]Claude[ OpenAI, DeepSeek, Gemini ]