Summary
This play drives cross-sell opportunities by introducing complementary modules, increasing product value and customer engagement
Why this works
Leverages existing customer relationships to expand usage.
Aligns offerings with the customer’s needs and workflows.
Encourages deeper adoption of the product ecosystem.
Goal
For the reader
Help customers discover new value by expanding into underused parts of the product.
For the company
Drive cross-sell revenue from accounts already seeing success with one module.
Accoil Signal
(1) Primary signal
Feature Usage Gaps
Accounts engaged with one product area but not others — a clear expansion signal.
Feature Adoption
High engagement in a core capability suggests they’re ready for more.
(2) Additional insights (recommended filters):
Broad Industry Use Case
Focus on accounts more likely to benefit from full-feature access.
Mature Lifecycle Stage
Target customers who’ve had time to embed into the core experience.
Action steps
1.. Segment Accounts by Feature Engagement
Use Accoil segments to highlight accounts showing strong use in one area with limited exposure elsewhere.
2. Showcase Adjacent Value
Share how other features complement what they already use. Include relevant examples.
3. Offer Trial Access in Targeted Outreach
Easily sync with Sales/Accounts team through connections. Let them try additional features with guided onboarding or walkthroughs.
4. Engage Key Stakeholders
Use insights to frame how expansion supports business or workflow goals.
5. Track Engagement + Follow Up
Monitor adoption and follow up to convert interest into expansion revenue.
Supporting metrics
Metrics | How to measure in Accoil |
Cross-Sell Conversion | % of accounts adopting additional features |
Revenue Impact | Increase in ARR from cross-sell efforts |
Feature Adoption Growth | Usage uplift across previously underused product areas |