Expansion

1. Measured value first. At 30, 60 and 90 days, compare results with the value card's measures. No measured value, no expansion conversation.
2. A new insight at every review: something from their market or their own reports they had not seen.
3. True, favourable peer norms. Specific, true norms changed behaviour in UK field trials (HMRC letters to about 220,000 taxpayers; strong): "8 of your 12 people posted this week", only when true and favourable.
4. The plays: a second team or office; new joiners as they start; client workspaces for agencies; individuals moving up a Holly level by their own choice. Added seats follow the account's band under the anti-gaming rule in Commercial answers, used word for word.
5. Ask for the referral at the first measured success, and track champions who move firms.

Never upsell a customer who has not reached their first success.