Skip to main content

Upsell Campaign

Convert growth momentum into expansion

Julie Zehntner avatar
Written by Julie Zehntner
Updated over 2 weeks ago

Summary

Spot accounts that are thriving and nudge them toward even more value. This play helps convert growth momentum into expansion, with offers that feel like the natural next step.

Why this works

  • Builds on momentum from customers already seeing success.

  • Converts organic usage growth into meaningful revenue expansion.

  • Aligns upgrade offers with real signals and not guesswork.


Goal

For the reader

Expand value for accounts already finding traction without pushing.

For the company

Drive efficient expansion revenue and improve product stickiness.



Accoil Signal

(1) Primary signal

  • High Feature Adoption

    Customers actively using key functionality — clear sign of value realization.

  • Health Score Trending Up

    Rising engagement and usage trends signal timing is right.

(2) Additional insights (recommended filters):

  • Strategic Accounts

    Prioritize accounts with high potential — based on ARR, industry, or ICP fit.

  • Decision-Making Roles

    Identify admins or stakeholders empowered to approve upgrades.



Action steps

1.. Segment Accounts

  • Use Accoil segments to identify accounts showing rising health and strong feature use.

2. Personalize Outreach

  • Craft messages that match their current usage with relevant premium features.

3. Offer Demos + Contextual Upsells

  • Highlight next-level capabilities based on what they already use.

4. Include Smart Incentives

  • Use urgency, bundles, or added value to convert interest.

5. Track & Escalate

  • Monitor interaction post-outreach and route promising signals to sales.



Supporting metrics

Metrics

How to measure in Accoil

Upsell Conversion

% of targeted accounts that expand to premium plans

Expansion Revenue

ARR added from upsell cohort

Post-Upsell Engagement

Increase in usage depth after upgrade



Did this answer your question?