gtmagents/gtm-agents
value-story-framework
Use to craft executive-ready value narratives and ROI/TCO stories for
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Expansion Playbook Library Skill
expansion-playbook
Use to package upsell, cross-sell, and advocacy motions tied to customer
SKILL.md
Full skill instructions
Expansion Playbook Library Skill
When to Use
- Preparing QBRs/EBRs where growth plays should be highlighted.
- Running account reviews to recommend upsell/cross-sell motions.
- Equipping AEs/CSMs with talk tracks and proof aligned to success milestones.
Framework
- Trigger Mapping – link product usage, milestone completion, or executive asks to specific plays.
- Value Narrative – outline business impact, ROI proof, and reference customers per play.
- Commercial Guardrails – specify packaging, pricing, approvals, and compensation cues.
- Enablement Kit – include decks, ROI calculators, success stories, and objection handling.
- Measurement – track attach rate, win rate, and cycle time for each play.
Templates
- Play card (trigger, narrative, assets, owners, KPIs).
- Executive talking points for expansion proposals.
- Post-play follow-up checklist with success metrics.
Tips
- Keep plays prioritized (top 3 per segment) to avoid overwhelm.
- Pair with
account-health-frameworkto time plays when risk is low. - Capture learnings after each motion to refine triggers + messaging.
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