gtmagents/gtm-agents/expansion-playbook

Expansion Playbook Library Skill

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

1. Trigger Mapping – link product usage, milestone completion, or executive asks to specific plays.
2. Value Narrative – outline business impact, ROI proof, and reference customers per play.
3. Commercial Guardrails – specify packaging, pricing, approvals, and compensation cues.
4. Enablement Kit – include decks, ROI calculators, success stories, and objection handling.
5. 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.