Finds the accounts already behaving like they need the next tier, and hands the AE the evidence rather than a hunch.
expansion pipeline
to the Scan's evidence — before any scope
to a system in production, not a pilot
modeled targets · not client results · timings are CRFT's standard engagement
Expansion happens when an AE happens to notice. Your best reps do this well and cannot explain how; everyone else waits for the customer to ask, which means you find out at the point the customer has already priced an alternative.
Where the Scan startsWith usage data, entitlement gaps and what your AEs already expand on manually.
Four lines, the same four on every system we build. Where they fall is what makes this one different from the last one.
The signals it works from. Typically connects to Product analytics, Entitlement or billing and CRM.
The calls it makes on its own, unattended, every time it runs.
Into the tools the work already lives in.
The AE owns the conversation and the number. The system's job is to make sure they are never the last to know that an account outgrew its plan.
The same four legs as every CRFT engagement — written for this system rather than in general.
We shadow the reps who are already good at this. Their instinct is a set of rules they have never written down, and writing it down is most of the build.
Scope is set by how cleanly entitlement is modeled. If what a customer bought is legible in one system, this is fast; if it is spread across contracts, that is the first piece of work.
The evidence page matters more than the score. An AE will not act on a number they cannot explain to a customer.
Which cases closed teaches it which evidence persuades. The pitch improves, not just the targeting.
Expansion pipeline created from system-flagged accounts, and whether those deals close at a better rate than rep-sourced ones.
Five inputs, a published price, a report in 48 hours. Decide with numbers — then own what gets built.