AMexpansion-detection · intermediate
Expansion trigger detection that doesn't annoy customers
Last reviewed: 2026-05-23 · saves ~20 min/account/week/run
Our take
Most AM expansion programs are bottom-up commission chases: 'their seats are growing, push for upsell quote.' Real expansion comes from detecting business triggers — exec hire, funding event, product launch, internal champion role change. AI can surface these continuously without the AM doing manual account-monitoring.
Tool stack
Steps
- Wire signal sources: news APIs, LinkedIn changes, product usage, Common Room community activity.
- Run AI scoring nightly across all expansion-eligible accounts.
- AM gets a weekly digest: top 10 accounts with expansion triggers + suggested motion.
- AM picks 3-5 to actually act on. Motion = CSM-introduced expansion conversation (see CS→AM handoff).
- Track conversion: signal → reach-out → expansion conversation → close.
Prompts
Score expansion triggers per account · GPT-4o-mini
You are an account intelligence analyst. For account {ID}, given:
- Recent news mentions (last 30 days)
- LinkedIn changes for the champion + adjacent stakeholders (role, departure, new hire)
- Product usage trends (new users added, feature breadth, depth-of-use)
- Community / Common Room activity from people at this account
- Prior CSM notes mentioning growth signals
Output JSON:
{
"trigger_score": 0-100,
"top_triggers": [
{"type": "...", "strength": "weak|medium|strong", "evidence": "..."}
],
"recommended_motion": "csm-led-nurture | csm-introduced-am | direct-am-outreach | no-action",
"talk-track-hint": "1 sentence on what value prop to lead with"
}
Scoring rule:
- Single strong signal: max 60
- Multiple medium signals: max 80
- Strong signal + customer-aware: 80-100
If trigger_score < 50, motion = no-action.Pitfalls
- Don't chase noisy signals (1 LinkedIn comment doesn't justify outreach).
- Customer-aware signals (they told CSM about a project) > inferred signals (web traffic to pricing page).
- If AM hammers 10 accounts with weak signals, customers complain — calibrate threshold.