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Recipe / Account Expansion

Customer Expansion (Multi-Department)

Map the organizational structure around a team that already succeeds, identify expansion opportunities, write department-specific messaging, and launch outreach to other departments.

Motion
Existing customers
Steps
4
Tools
Clay, HubSpot
Starts when
Successful single-department usage
The play, drawnRead in order. The lit step is where the play ends.

  1. 01

    Map organizational structure

    Clay

  2. 02

    Identify expansion opportunities

  3. 03

    Create department-specific messaging

  4. 04

    Launch multi-department outreach

    Clay

In order: Map organizational structure, then Identify expansion opportunities, then Create department-specific messaging, and finally Launch multi-department outreach.

The steps.

  1. 01

    Map organizational structure

    Tool Clay

  2. 02

    Identify expansion opportunities

  3. 03

    Create department-specific messaging

  4. 04

    Launch multi-department outreach

    Tool Clay

Tools used.

Plays that sit next to this one.

  • Existing customers

    Usage-Based Expansion

    Targets accounts nearing limits of their current subscription. Uses Clay + HubSpot to send personalized upgrade proposals, showing the value of increased usage tiers with usage stats and case studies.

  • Outbound

    Buying Committee Mapping

    Combines signals across LinkedIn, Apollo, and Clay to map out key decision-makers at a target account. Launches multi-threaded messaging sequences to increase reply rates and internal buy-in.

  • Existing customers

    Product Usage Signal Expansion

    For SaaS clients: When a customer hits usage thresholds, Clay triggers an upsell campaign. This includes ROI dashboards, upgrade pitches, and CSM alerts for expansion opportunities.

All 28 plays

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