{
  "id": "workflow:upsell-cross-sell-motion",
  "_kind": "Workflow",
  "_file": "workflows/workflows/workflows-sales-motions.yaml",
  "_cluster": "workflows",
  "attributes": {
    "displayName": "Upsell and Cross-Sell Motion",
    "workflowKind": "operational",
    "triggerType": "event-driven",
    "typicalCadence": "monthly",
    "complexity": "cross-team",
    "description": "Identifies and executes expansion revenue opportunities within the\nexisting customer base — monitoring product usage signals that indicate\nreadiness for tier upgrades or additional modules, analyzing customer\nhealth scores and engagement patterns to determine optimal expansion\ntiming, generating personalized product recommendations based on current\nusage gaps and peer benchmarks, coordinating between customer success and\nsales on expansion handoff protocols, building ROI narratives using\ncustomer-specific value metrics, tracking expansion pipeline separately\nfrom new-logo pipeline with dedicated stage definitions, and measuring net\nrevenue retention contribution by expansion motion type. Produces expansion\nsignal dashboards, recommendation engine accuracy reports, and NRR\nattribution analytics. Excludes new customer acquisition.\n"
  },
  "outgoingEdges": [
    {
      "from": "workflow:upsell-cross-sell-motion",
      "to": "role:planner",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:upsell-cross-sell-motion",
      "to": "role:data-analyst",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:upsell-cross-sell-motion",
      "to": "role:business-analyst",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:upsell-cross-sell-motion",
      "to": "skill-area:customer-success",
      "kind": "requires_skill_area",
      "attributes": {}
    },
    {
      "from": "workflow:upsell-cross-sell-motion",
      "to": "skill-area:revenue-operations",
      "kind": "requires_skill_area",
      "attributes": {}
    },
    {
      "from": "workflow:upsell-cross-sell-motion",
      "to": "domain:sales",
      "kind": "applies_to_domain",
      "attributes": {}
    },
    {
      "from": "workflow:upsell-cross-sell-motion",
      "to": "domain:customer-relations",
      "kind": "applies_to_domain",
      "attributes": {}
    },
    {
      "from": "workflow:upsell-cross-sell-motion",
      "to": "responsibility:data-quality-monitoring",
      "kind": "triggers_responsibility",
      "attributes": {}
    },
    {
      "from": "workflow:upsell-cross-sell-motion",
      "to": "responsibility:performance-budget-tracking",
      "kind": "triggers_responsibility",
      "attributes": {}
    },
    {
      "from": "workflow:upsell-cross-sell-motion",
      "to": "org-unit:sales-team",
      "kind": "performed_by_org_unit",
      "attributes": {}
    },
    {
      "from": "workflow:upsell-cross-sell-motion",
      "to": "org-unit:customer-success",
      "kind": "performed_by_org_unit",
      "attributes": {}
    }
  ],
  "incomingEdges": []
}