---
name: build-account-expansion-plan
description: A plan for growing one existing account: where the whitespace is, who to reach, and the first three plays.
license: MIT
metadata:
  author: The Revenue AI Report
  version: 1.0.0
  last-reviewed: 2026-09-04
  source: https://www.therevenueaireport.com/skills/build-account-expansion-plan
---

# Build an Account Expansion Plan

A plan for growing one existing account: where the whitespace is, who to reach, and the first three plays.

## When to use this skill

- Quarterly account planning for top accounts.
- When an account is healthy but flat.

## Inputs to collect

- What the account owns today and what they pay
- Org structure or teams you do and do not touch
- Their stated goals for the year, if known

## Process

1. Map what they own, use, and get value from today.
2. Generate paths. Keep only those that extend current value.
3. Assign an owner and a first step to each play.
4. Tie each path to a trigger so timing is defensible.
5. Review at the next QBR and update.

## Decision rules

- A path that does not extend existing value is a new sale, not expansion. Treat it as one.
- No trigger, no play. Wait for the timing.
- If the current deployment has open value problems, fix those before any expansion ask.

## Output requirements

- Two expansion paths with roles, triggers, and plays.
- The failure risk for each path, stated plainly.

## Quality checks

- Each path builds on proven value.
- Each play has an owner and a first step.
- Failure risks are written down, not implied.

## Limitations

- Whitespace analysis is only as good as your org knowledge. Guessy org charts produce guessy plans.
- The AI cannot know procurement constraints or internal politics at the account.

## Example input

Owns sales-cloud seats for 60 reps in North America. High usage. EMEA team of 40 uses spreadsheets. Goal stated at kickoff: one forecast process globally by year end.

## Example output

Path one: EMEA rollout tied to their stated global-forecast goal; reach the EMEA sales director; trigger is their Q4 planning cycle. Path two: add the forecasting module to NA tied to the same goal. Failure risk for path one: EMEA leadership was never part of the original decision and may see this as a NA project imposed on them.

## Review checklist

- Does each path extend current value?
- Is a trigger attached to each?
- Were failure risks said out loud?

## Works with

- Playbook: Make conversation data do work (L3) (sales, L3) https://www.therevenueaireport.com/playbooks/conversation-data-to-work-l3
- Playbook: AI first-draft renewal briefs (L1) (cs, L1) https://www.therevenueaireport.com/playbooks/cs-renewal-brief-drafts-l1
- Playbook: Score your ICP on stack density (L4) (revops, L4) https://www.therevenueaireport.com/playbooks/score-icp-on-stack-density-l4
- Tool: Totango (Customer Support & Success) https://www.therevenueaireport.com/tools/totango
- Tool: Demandbase One (Sales & Revenue Intelligence) https://www.therevenueaireport.com/tools/demandbase-one
- Tool: Gainsight CS (Sales & Revenue Intelligence) https://www.therevenueaireport.com/tools/gainsight-cs
- Tool: PROS (Sales & Revenue Intelligence) https://www.therevenueaireport.com/tools/pros
- Tool: Correlated (Sales & Revenue Intelligence) https://www.therevenueaireport.com/tools/correlated

## Rules of conduct

- Write for a Director, VP, or operator. Short sentences. Explain uncommon terms.
- Separate facts from assumptions. Never hide uncertainty.
- Do not invent numbers, benchmarks, quotes, or customer names.
- Do not send messages, change CRM records, or publish anything unless the user explicitly asks.
- Flag when a decision needs human review.

## Evidence

This skill is grounded in The Revenue AI Report research:
- https://www.therevenueaireport.com/research/trust





Source and updates: https://www.therevenueaireport.com/skills/build-account-expansion-plan