find-expansion-accounts

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.

# Growth example (boolean)
saber scoring rule upsert <profileId> \
  --signal-template <hiringSigId> --dimension urgency \
  --answer-type boolean --true 20 --false 0

# At-risk example — negative points
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>
# extract domains, then:
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 concepts
• configure-scoring — full first-time profile setup
• manage-scoring — tune the expansion profile after seeing scores
• score-accounts — generic ranking version of this skill