Score an account

Where's the next expansion coming from?

Enter what you're seeing on the account. Nothing here reads live usage data, it's the signals you already carry in your head, turned into a score and a next move.

Usage depth and growth

How much of what they bought is actually getting used, and whether that's climbing.

Active seats used65%

0%100%

Feature adoption breadth55%

Barely scratching itUsing most of it

Usage growth, last quarter

Organisational spread

Whether this has grown beyond the person who signed the contract.

Teams using it beyond the original buyer

Executive sponsor engagement

Champion advocacy

Signs the person you sold to is now selling for you.

Advocacy signals seen

NPS or CSAT signal

Buying signals

Whether they're already reaching past what they bought, and whether they've expanded before.

Feature requests raised

Prior expansion history

Unused or idle seats remaining10%

Not scored directly, it decides whether Seat Expansion is on the table.

Timing fit

How close the renewal or budget cycle is, since timing shapes which ask lands.

Renewal or budget cycle timing

Expansion readiness

out of 100

Not ready

Fill in the signals above to see where this account stands.

Recommended play

Nurture play

Fill in the form to get a tailored opener.

How it works

The formula behind the score

Fixed weights, no model call, nothing sent anywhere. Every number below is printed so you can argue with it.

Five weighted categories

Usage depth & growth25%

Seats used, feature breadth, and the growth trend, averaged.

Organisational spread20%

Teams beyond the original buyer, plus how engaged the exec sponsor is.

Champion advocacy20%

Number of advocacy signals seen, capped at three, plus NPS or CSAT.

Buying signals20%

What kind of feature requests are coming in, and whether they've expanded with you before.

Timing fit15%

How close the renewal or budget cycle sits. Closer generally means a cleaner window to ask.

Score bands

Score	Band	What it means
0–39	Not ready	Keep serving the account well. No ask yet.
40–59	Watch	Plant the seed. Log it and revisit next quarter.
60–79	Ready to approach	Schedule the conversation this month.
80–100	Strike now	The signals are stacked. Don't let this one wait.

Which play gets picked

Checked in this order, first match wins:

Seat Expansion — idle seats sit at 15% or more, usage is growing, and the overall score clears 50.
Cross-sell Adjacent Module — multiple teams are already in it, and the feature requests point outside the current plan.
Tier Upgrade Conversation — the score is 80 or above and the renewal sits within six months.
Reference-to-Expansion Bridge — they've agreed to a reference or case study, and the score clears 60.
Nurture Play — none of the above. Keep the relationship warm, no ask yet.

This is a decision-support heuristic built from CSM experience, not a prediction model. It doesn't read any live usage data, connect to any account, or store anything you enter. Every chip field lets you add your own wording if none of the presets fit, and a custom entry scores as neutral (0.5) for its category, since there's no built-in weight yet for something that didn't exist when the formula was written. Treat the score as a prompt to go check, not a verdict.