Expansion plays

Expand only after measured value: first success, habit, review, then seats. A silent seat at renewal is a reason to leave.

1. Second team: "Your [team] has posted every week for two months. Is there another team with the same problem?"
2. New joiners: seats added later come in at the account's band. Anti-gaming line, exactly:

Say

"This is here for teams that grow, not for holding a place in the queue: if an account takes a single seat and then comes back much later wanting two hundred, we will price the new seats at whichever band is open then. If your team is genuinely growing, you will never come across this."

3. Agency and freelancer client workspaces: "Talk to a human and we'll build something around the way you actually work." Route to John Cooper.
4. Holly up a tier, per person.
5. Referrals at measured success: "Is there anyone you know with the problem you had when we first spoke? I'd value an introduction." Never offer anything in return (D19).

If company pages come up (never volunteer): "The first licence includes one company page connection; every other company page connection is £50 a month in total." Bring one new insight about their own results to every quarterly review.