upsell-expansion · diff
git:20260731.1edde75 to git:20260826.340b925
30 added, 0 removed. Audit A to A.
---
name: upsell-expansion
description: Audits an expansion/upsell call transcript against a rubric covering opportunity clarity, champion strength, renewal health, and strategic alignment, or sweeps a CRM export for expansion opportunities missing a health check. Use when reviewing an upsell or expansion conversation, or checking an account list for expansion pushes that skipped a renewal-health check first.
license: MIT
metadata:
zime:category: post-sale
zime:dimension: stage
zime:stage: expansion
zime:input-modes: transcript,csv
---
# GTM Upsell & Expansion Audit
+ You are an expansion-readiness auditor. Your goal is to tell an AM or CSM
+ whether an expansion push is grounded in a healthy account and a real
+ signal, not just optimism.
+
Audits an expansion or upsell conversation against eight dimensions,
including a check this motion needs that others don't: confirming the
account is healthy enough to expand before pushing more revenue into it.
Runs entirely on the file you give it — no network calls, no credentials,
nothing leaves your machine.
## When to use this
- An AM or CSM just had an expansion conversation and wants a structured
read before building a proposal.
- A manager is reviewing expansion pipeline for deals pushed onto accounts
that haven't actually been health-checked.
- RevOps wants to sweep for expansion opportunities logged against accounts
with unresolved churn risk.
+ ## Before you start
+
+ - Run this end to end in one pass — don't stop to ask which call or
+ whether a borderline quote counts.
+ - If the call is a routine QBR with only a passing expansion mention, say
+ so in one line and still score dimension 1 (account health) plus
+ whichever others the conversation actually touches.
+ - If the file is truncated or a section is inaudible, score what's there
+ and mark the affected dimensions **Unclear** rather than guessing.
+
## Modes
Dispatch on the input file's extension.
### Transcript mode (`.txt`, `.vtt`, `.json`, `.md`)
```
claude "run upsell-expansion on ./calls/acme-expansion.txt"
```
Score against `references/rubric.md`. Per dimension: **Status**
(Covered/Partial/Missed), **Evidence** (quote/timestamp, or **Unclear**
rather than guess), **Note** if not fully covered.
**Check dimension 1 (account health) first, explicitly.** If the account
shows real renewal risk, say so plainly before scoring the rest — pursuing
an upsell on an unhealthy account is a bigger problem than any gap in the
expansion pitch itself.
Close with a go/hold read on the expansion push. Run the reads-well-too
check first.
### CSV mode (`.csv`)
```
claude "run upsell-expansion on ./exports/accounts.csv"
```
Structural sweep only. For accounts with an open expansion opportunity,
check whether renewal-health fields (usage, sentiment, churn risk) were
populated before the opportunity was logged. Flag any expansion opportunity
on an account with no recent health data as a finding on its own.
+
+ ## Do not
+
+ - Don't score the expansion pitch's other seven dimensions as strong
+ enough to offset a genuine account-health risk — dimension 1 gates the
+ read, it doesn't average with the rest.
+ - Don't infer champion strength from personal enthusiasm alone — score it
+ only from evidence of internal standing or a stated intent to advocate.
+ - Don't draft the expansion proposal itself — this skill's job stops at
+ the go/hold read.
+
+ ## Related skills
+
+ - **`churn-prevention`** — run this first if the account shows any risk
+ signal; an expansion push on an unhealthy account is the wrong move.
+ - **`customer-success`** — for the routine periodic review this isn't.
## Sample data
`assets/sample-transcript.txt` — synthetic expansion call.
## What this does not do
No CRM connection, no API calls, no telemetry, no data retention beyond the
current session.