Sales wants to pitch expansion before the customer reaches their first success milestone. How would you handle it?

Instruction: Use a real adoption milestone and identify who owns the commercial opportunity. Explain a tradeoff you can defend in a follow-up.

Context: It evaluates the usefulness and delivery risk of expansion instead of treating all upsell requests as either good or premature.

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I'd ask what problem the proposed expansion would solve and whether the customer has the people, access and capacity to adopt it. I'd also check why the first milestone has not been reached...

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