| name | find-expansion-accounts |
| description | Identify existing customers showing buying signals for upsell or cross-sell using a dedicated expansion scoring profile. Falls back to manual signal counting when the Saber CLI isn't available.
|
Find Expansion Accounts
Use this skill to surface upsell and cross-sell opportunities within your customer base. The right setup is a separate scoring profile tuned for expansion (different signals, different fit definition than new business), assigned to your customer list.
For scoring concepts, see _shared/scoring.md.
Step 1 — Get the customer list
Ask the user how their customer data is available:
Path A — Saber CLI
saber list company list
Ask which list contains current customers. If a customer list doesn't exist yet, offer to create one (a manually-imported list is fine — saber list company import or filter by a HubSpot lifecycle property).
Path B — HubSpot MCP (if available)
Pull customers via the HubSpot MCP:
Fetch HubSpot companies where lifecycle_stage = "customer"
If the Saber CLI is also available, import the result into a Saber list to use Path A. Otherwise work with HubSpot data directly under Path C.
Path C — Manual list
Ask for a list of customer domains. Work with that list directly under the manual fallback below.
Path A — Expansion scoring profile (Saber CLI)
A1. Check for an existing expansion profile
saber scoring profile list
Look for a type: company profile clearly named for expansion (e.g. Expansion, Upsell, Existing customers). If one exists, jump to A4. Otherwise create one.
A2. Create the expansion profile
saber scoring profile create --type company \
--name "Expansion (company)" \
--description "Upsell / cross-sell signals against existing customers"
Capture the profileId.
A3. Add expansion rules
For each expansion signal in scope, upsert a rule. Default category → dimension mapping:
| Signal type | Dimension | Reasoning |
|---|
| Growth — hiring, funding, geographic expansion | urgency | Time-sensitive triggers |
| Problem — they have the pain the expansion product solves | fit | Persistent need, not a moment in time |
| Intent — evaluating an adjacent or complementary tool | urgency | Active buying window |
| At-risk — layoffs, original buyer churned, declining usage | urgency (negative points) | Retention flag, not expansion |
If signal templates already exist (from create-company-signals), reuse them. Otherwise create them first via create-company-signals and return.
saber scoring rule upsert <profileId> \
--signal-template <hiringSigId> --dimension urgency \
--answer-type boolean --true 20 --false 0
saber scoring rule upsert <profileId> \
--signal-template <layoffsSigId> --dimension urgency \
--answer-type boolean --true -30 --false 0
For unfamiliar signal templates, see _shared/scoring.md for the answer-type → point-values shape contract. For the full first-time setup walkthrough, use configure-scoring instead of doing it inline here.
A4. Bulk-assign the customer list
saber list company companies <customerListId>
saber scoring assignment bulk --profile <profileId> --type company \
--object acme.com --object stripe.com ...
Compute kicks off automatically; auto-trigger keeps scores fresh as expansion signals run.
A5. Read and bucket
saber scoring scores --type company \
--object acme.com --object stripe.com [...] --detailed
Bucket the customer list into:
| Bucket | Definition | Action |
|---|
| Expand now | urgency ≥ 60 AND fit ≥ 50 | Reach out — reference the strongest growth/intent signal |
| Educate | fit ≥ 60 AND urgency < 60 | Persistent need but no live trigger — content / EBR / proactive value-prop conversation |
| At risk | Any rule contributing strongly negative points to urgency | Flag to AM — proactive check-in, not expansion outreach |
| Stable | None of the above fire | Monitor only |
Present:
## Expansion Opportunities — [Customer List Name]
### Expand now ([N] accounts)
| Company | Domain | Fit | Urgency | Top trigger |
|---|---|---|---|---|
| Acme Corp | acme.com | 78 | 84 | Series B 2 months ago, hiring 6 SDRs |
### Educate ([N] accounts)
| Company | Domain | Fit | Urgency | Persistent pain |
|---|---|---|---|---|
| Beta Inc | beta.io | 72 | 32 | Manual reporting still |
### At risk ([N] accounts)
| Company | Domain | Risk signal |
|---|---|---|
| Gamma Ltd | gamma.io | Layoffs announced last month |
### Stable ([N] accounts)
[count only — list omitted unless requested]
Path B / C — Manual expansion review (no Saber CLI)
Used when the CLI isn't available. Less calibrated than Path A but still useful.
B1. Define expansion signals
Work with the user on 3–5 questions covering:
- Growth — "Is this customer actively hiring in roles that would use our product?", "Have they raised funding in the last 6 months?"
- Problem — "Are they posting about [the challenge our expansion product addresses]?"
- Intent — "Are they evaluating [complementary tool]?"
- At-risk — "Are they reducing headcount?", "Is the original buyer still in role?"
B2. Research per customer
For each customer × each question, research using web search, LinkedIn, HubSpot MCP notes/properties, news.
B3. Bucket
Use the same buckets as Path A. Flag any account with at-risk evidence regardless of expansion signals.
| Company | Growth | Problem | Intent | At-risk | Bucket |
|---|---|---|---|---|---|
| Acme | Yes | — | Yes | — | Expand now |
| Gamma | — | — | — | Yes | At risk |
Step 3 — Hand off
- Expand now: use
write-outreach with expansion-focused messaging — reference the specific growth or intent signal as the reason for reaching out
- Educate: schedule a value-prop conversation; light-touch nurture; revisit when an urgency signal fires
- At risk: flag for the AM team for a retention check-in; consider
deal-coaching for any open renewal
- Stable: monitor — auto-trigger will surface them in the next bucket if signals change
Related
_shared/scoring.md — scoring conceptsconfigure-scoring — full first-time profile setupmanage-scoring — tune the expansion profile after seeing scoresscore-accounts — generic ranking version of this skill
