AI SummaryExpansion Playbook is a skill that helps sales and customer success teams structure upsell, cross-sell, and advocacy strategies by mapping customer milestones to growth plays with ROI narratives and enablement assets. It's designed for AEs, CSMs, and account managers running QBRs and account reviews.
Install
# Add to your project root as SKILL.md curl -o SKILL.md "https://raw.githubusercontent.com/gtmagents/gtm-agents/main/plugins/account-management/skills/expansion-playbook/SKILL.md"
Description
Use to package upsell, cross-sell, and advocacy motions tied to customer outcomes.
When to Use
• Preparing QBRs/EBRs where growth plays should be highlighted. • Running account reviews to recommend upsell/cross-sell motions. • Equipping AEs/CSMs with talk tracks and proof aligned to success milestones.
Framework
• Trigger Mapping – link product usage, milestone completion, or executive asks to specific plays. • Value Narrative – outline business impact, ROI proof, and reference customers per play. • Commercial Guardrails – specify packaging, pricing, approvals, and compensation cues. • Enablement Kit – include decks, ROI calculators, success stories, and objection handling. • Measurement – track attach rate, win rate, and cycle time for each play.
Templates
• Play card (trigger, narrative, assets, owners, KPIs). • Executive talking points for expansion proposals. • Post-play follow-up checklist with success metrics.
Tips
• Keep plays prioritized (top 3 per segment) to avoid overwhelm. • Pair with account-health-framework to time plays when risk is low. • Capture learnings after each motion to refine triggers + messaging. ---
Quality Score
Acceptable
71/100
Trust & Transparency
Open Source — Apache-2.0
Source code publicly auditable
Verified Open Source
Hosted on GitHub — publicly auditable
Actively Maintained
Last commit 2mo ago
101 stars — Growing Community
15 forks