expansion-playlisted

# Expansion Play The other act-skill on the right side. Two of the three ways a company grows happen after the first sale ([`docs/operating-model.md`](../../../docs/operating-model.md)), and this is one of them: `account-health` flags the `EXPANSION-SIGNAL`; this turns it into an angle and hands it to sales with the customer context attached — so it isn't a cold internal restart. From the healthy account in `ops/customers.md` and the `EXPANSION-SIGNAL` line: 1. **Confirm the trigger is real.** Expansion rides on *adoption*, not the calendar. The signal is the core used well plus a named next pain — a second team asking unprompted, a new use case, more seats. A renewal date is not an expansion trigger; pushing growth on an account that isn't getting value yet is churn with extra steps. 2. **Name the angle.** Which way does it grow — an adjacent team, a new use case, deeper use of what they already have? Is it cross-sell (a new thing) or more of the same (more seats, more volume)? One angle, named. 3. **Build the case on realized value.** Start from what they've already gotten — the outcome the book can show — and extend it to the new area, in their words, not a feature list. 4. **Re-arm the champion.** Expansion is carried internally, not pitched in. Give the champion the one-page case they can forward, and the line that makes it their idea — not your quota. 5. **Hand to sales with the CS context.** The handoff is the account, the angle, the realized-value case, and the cha