Introduction
While customer health scores highlight expansion potential, external business signals—such as funding rounds, acquisitions, and hiring trends—can further reveal growth-ready accounts. By tracking these signals, CS teams can proactively engage customers before expansion opportunities are missed. This article explains how to monitor external data and integrate it into expansion strategies.
Step 1: Identify Key External Growth Signals
Company Intelligence surfaces real-time business events that indicate expansion potential.
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Monitor funding rounds and investments to identify accounts increasing their budgets. Use Company Intelligence to track these updates.
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Track mergers and acquisitions as these often lead to new business needs and expanded product usage.
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Analyze hiring trends to spot companies increasing headcount, signaling a need for scalable solutions.
Step 2: Integrate External Signals into Dashboards
Dashboards help visualize external data alongside customer health metrics.
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Create reports that combine customer usage and external business events using Dashboards.
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Use alerts for real-time tracking to notify teams when a key account shows external growth indicators.
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Align insights with CS and Sales to prioritize proactive outreach for accounts showing strong internal and external expansion signals.
Step 3: Engage Customers Based on Expansion Triggers
Leverage external growth insights to drive expansion outreach.
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Coordinate with Sales to ensure timely engagement when key business events occur.
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Target expansion campaigns using external triggers by enrolling accounts in personalized outreach via Journey Orchestrator.
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Incorporate external insights into Success Plans to align growth conversations with business milestones.
What’s Next
External business signals provide valuable expansion insights, but understanding where customers have product gaps is equally critical. Learn how to analyze whitespace opportunities in the next article: Conduct Whitespace Analysis to Uncover Expansion Potential.
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