Article
Identify untapped accounts
Audit your customer base for accounts that should be expanding but are not, and build targeted plans to unlock their potential.
Summary
This lesson shows you how to find accounts in your customer base that are not using your products or services to their full potential. You will learn how to audit account usage, spot under-utilised features, and turn these gaps into expansion conversations.
Some of your best expansion opportunities are hiding in plain sight. This chapter shows you how to audit your customer base for accounts that have the profile for expansion but have not been approached. You will learn how to score accounts by expansion potential, identify the specific gaps holding them back, and build targeted plans that give each account a clear path to growth.