Playbook for expanding services

Mike D'Amelio

I am working on a formal playbook for expanding services with our accounts. The cornerstone of the playbook is wrapped around aligning with clients on their goals and driving value out of the gate. Rather than do this in a vacuum I was hoping the community could share their thoughts and best practices.

Jason Myers

I just replied in another thread on a similar topic on the benefits of aligning playbook with categorizations of client goals so you can match the goals of the client with the playbook based on opportunity type (is this an expansion playbook, a churn risk recovery playbook, etc.). 

Some of the info in that thread might be helpful to you? https://www.gaingrowretain.com/communities/community-home/digestviewer/viewthread?MessageKey=a0d8e4b9-3635-4572-a5af-c8bc62ac16f1&CommunityKey=1261a423-6343-48a3-a722-6c04f19eacc8&tab=digestviewer#bma0d8e4b9-3635-4572-a5af-c8bc62ac16f1