customer-expansion-scoring

Template placeholders

Replace every {{...}} before enabling. See the setup checklist reference for the full setup list.

• {{PRODUCT}} — Your product name
• {{PARENT_SCORING_SKILL}} — The parent lead-scoring skill this returns to (runs ACV assessment before this)
• {{CRM}} — Your CRM (e.g. HubSpot)
• {{DEPTH_SIGNALS}} — Your product's REAL usage-depth indicators (see Signal Stack #2 — must be replaced)
• {{AUTO_CREATED_ARTIFACTS}} — Objects your onboarding auto-creates for every account (excluded from depth)
• {{FOUNDER_CONTENT}} — Whose LinkedIn content signals post-conversion advocacy (usually a founder)
• {{TIER_SCALE}} — Tiers, low→high (default: Bronze / Silver / Gold / Diamond)
• {{INACTIVITY_CAP}} — Inactivity window that caps the tier (default: 30 days → cap at Silver)

Use when the account is a paying customer (Closed Won stage).

Goal: How deeply are they using {{PRODUCT}}, and how much bigger could this account get?

The parent skill ({{PARENT_SCORING_SKILL}}) has already run the ACV assessment and applied the ACV tag. Reference those results here — do not re-research ACV dimensions covered there.

Signal Stack (highest to lowest weight)

Gather all available signals from account memory, product event history, and {{CRM}}.

1. Meeting — a completed call signals active relationship depth. Extract: topics discussed (expansion, new use cases, additional team members mentioned), questions and objections, action items, attendee roles. A meeting that surfaces new departments, budget conversations, or advanced use cases = strong expansion signal.

2. Product depth — the real indicators of depth for {{PRODUCT}} are {{DEPTH_SIGNALS}}.

   Reference implementation (an AI GTM platform) used:

   • Integrations/tools connected beyond defaults — each = deliberate setup effort
   • Automations/triggers created beyond the default one — variety and count signal how much the user is actually building on the product
   • Usage credits consumed (volume = active usage)
   • Multiple team members active