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 |