Qualify a Customer Expansion Opportunity

{"category":"sales","description":"Use when a CS owner or FDE sees a credible opportunity to expand an existing customer's use of the solution and must establish need, value, feasibility, sponsor support and commercial qualification before creating a sales opportunity. Do not use for speculative upsell messaging with no customer signal or for negotiating an already-qualified deal.","inputSchema":{"additionalProperties":false,"properties":{"account":{"description":"Customer account identifier.","minLength":1,"type":"string"},"accountEvidence":{"description":"Usage, outcomes, stakeholder notes, product scope and contract context.","items":{"type":"string"},"type":"array"},"expansionSignal":{"description":"Observed trigger such as usage saturation, new division, unmet workflow need, or strategic initiative.","minLength":1,"type":"string"},"targetGroup":{"description":"Optional segment, team or business unit potentially expanding.","type":"string"}},"required":["account","expansionSignal"],"type":"object"},"schemaVersion":1,"steps":[{"expectedOutputs":[{"description":"Observed trigger, evidence, account readiness and exclusions.","kind":"expansion-signal-check"}],"id":"TZOW","instructions":"Read authorized usage trends, current contracted entitlements, adoption barriers, outcomes, recent contacts and customer priorities. If expansion-whitespace exists, use it to surface evidence-backed options, not as permission to upsell automatically. Distinguish a genuine new workload or buyer request from underutilization of current licenses. Note unresolved health issues that could make a pitch premature. Gate: there is a grounded customer trigger and no ignored condition making expansion irresponsible.","resourceHints":[{"kind":"skill","ref":"github:anthropics/knowledge-work-plugins","selector":"sales/skills/expansion-whitespace"}],"title":"Verify the expansion signal and current account fitness"},{"expectedOutputs":[{"description":"Validated use case, stakeholders, customer signals and key unknowns.","kind":"expansion-discovery"}],"id":"LUD7","instructions":"Identify proposed users, new business process, current workaround, consequence of inaction, potential sponsor, decision maker, budget source, and deployment constraints. Test assumptions with source materials or permitted customer conversations. Check whether requested capabilities are already included in the customer's current package. Capture willingness to change the workflow, not merely theoretical interest. Gate: the proposed use case names a specific unmet problem and actual decision path.","resourceHints":[],"title":"Discover the new workflow and buying context"},{"expectedOutputs":[{"description":"Expansion value hypothesis, adoption/technical cost and alternatives.","kind":"incremental-business-case"}],"id":"86AU","instructions":"Estimate the incremental outcome against current baseline, not generic platform ROI. Consider affected headcount/volume, adoption costs, integration effort, support burden, data/privacy constraints and time to value. Offer conservative and upside ranges only where assumptions can be stated. Compare additional license/service sale, better current-package adoption, and doing nothing. Review technical feasibility with an FDE when relevant. Gate: the proposal does not rely on double-counted benefits or undisclosed delivery obligations.","resourceHints":[],"title":"Model customer value and solution feasibility"},{"expectedOutputs":[{"description":"Commercial qualification grid and objections.","kind":"qualification-assessment"}],"id":"9JL5","instructions":"Assess buyer access, sponsorship, budget timing, urgency, priority versus alternatives, decision process, procurement/legal needs and expansion scope. Rate each dimension as confirmed, suspected or unknown rather than forcing an arbitrary numerical score. Identify disqualifiers, including low customer health or an unaddressed product deficiency. Distinguish next discovery needed from a sales-ready conversation. Gate: opportunity classification is supportable by customer evidence and decision-maker feedback.","resourceHints":[],"title":"Qualify commercial readiness honestly"},{"expectedOutputs":[{"description":"Evidence-grounded qualification decision and suggested sales motion.","kind":"expansion-opportunity-brief"}],"id":"FLBC","instructions":"Create a one-page opportunity brief with problem, target users, measurable outcome, evidence, proposed scope, current entitlement gap, feasibility constraints, stakeholders, buying triggers and suggested next discussion. Recommend Qualify, Nurture, Fix Existing Value First, or Drop. Create or edit a CRM opportunity only with permission and verify accepted changes; do not treat the brief as a booked deal. Gate: the recommendation prevents a weak upsell from being passed as qualified demand.","resourceHints":[],"title":"Prepare a precise expansion recommendation"}],"title":"Qualify a Customer Expansion Opportunity"}