https://www.brettfullmer.com/wiki/index.php?action=history&feed=atom&title=Grow 2026-09-16T10:24:04Z Revision history for this page on the wiki MediaWiki 1.44.6 https://www.brettfullmer.com/wiki/index.php?title=Grow&diff=49&oldid=prev 2026-09-01T18:07:18Z

<p>New phase page: Grow (phase 5 of 5) - expansion and advocacy</p> <p><b>New page</b></p><div>Part of [[The Playbook]] — phase 5 of 5: [[Onboard]] → [[Adopt]] → [[Risk]] → [[Renew]] → &#039;&#039;&#039;Grow&#039;&#039;&#039;.<br /> <br /> ==Expansion: a second, smaller onboarding==<br /> <br /> The reward for the earlier phases going well, run by the growth motion rather than the save motion — the positive-signal counterpart to [[Risk|the play library]], triggered by a thriving [[Adopt|health score]] instead of a declining one. Treat expansion like a second, smaller onboarding: it has its own time-to-value clock, and skipping that discipline because &quot;they&#039;re already a customer&quot; is how expansion deals quietly become the next churn risk. Route an expanding account back through [[Onboard]]&#039;s deploy discipline for the new footprint, not around it.<br /> <br /> ==Advocacy==<br /> <br /> References, case studies, community participation. The lagging proof that every earlier phase worked — and a leading indicator in its own right, since an account still willing to advocate is rarely one about to churn.<br /> <br /> ==Where this feeds==<br /> <br /> Growth and advocacy signals loop back into [[Adopt]]&#039;s health score, and a successful expansion restarts the cycle: the newly expanded footprint gets its own [[Onboard|onboarding]] clock.<br /> <br /> [[Category:Customer Success Manager]]<br /> [[Category:Technical Account Manager]]</div>

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