Use case · Expansion

Proven value should not stop with the first buying center.

Narrative AI connects Sales and Customer Success around the account map, champion plan, and proof needed to open the next buying center.

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Default motion

Reactive, CSM-led expansion

  • Wait for renewal or a health signal.
  • Ask the CSM to spot the upsell alone.
  • Rely on one introduction.
  • Treat the next contact as a new deal.

Account-based alternative

Build the next pursuit from proof

  • Start with the outcome already delivered.
  • Select the next buying center.
  • Coordinate Sales, Customer Success, and the champion.
  • Carry proof into a new decision group.

Business result

Existing value opens more of the account

  • Create more relevant expansion conversations.
  • Build a repeatable path into buying centers.
  • Improve Sales and Customer Success coordination.
  • Carry context into the next account plan.

Narrative maps the account and drafts the research and champion case. The account team chooses the next buying center, and the rep edits and sends every message.

The Expansion motion

Expansion starts with proof the account already trusts.

The six-step motion maps the delivered result, investigates the next buying center, coordinates the account team, and equips a trusted champion to carry the case.

app.getnarrativeai.com/org-charts
Narrative AI org chart mapping the buyers accountable for an initiative and the people who influence the decision
1

Map the account and your success

Start with the outcome already delivered, where it happened, and who can credibly vouch for it. Map the other buying centers without treating the entire logo as one opportunity.

Buying committee mapped: 10 minutes 30 seconds
app.getnarrativeai.com/ai-analysis
Narrative AI Analysis showing company initiatives, business changes, and people research in one account brief
2

Define the expansion opportunity

Choose the next buying center where a comparable problem or desired outcome may exist. Combine account research with champion knowledge to form an expansion hypothesis, not a prediction.

Account research: 10 minutes 20 seconds
app.getnarrativeai.com/sequences
Narrative AI sequence builder, build it yourself or let AI draft the cadence to fine-tune
3

Create a multi-threaded expansion plan

Turn that hypothesis into a coordinated pursuit. Map the new decision group, decide how the existing champion opens the path, and give each member of the account team a role.

4

Align champions and internal resources behind closure

Align the sales strategist, sales leader, CSM, account owner, existing champion, and new buying center around the next outcome and a clear path to it. This is a coordinated expansion motion, not a replay of the first close.

app.getnarrativeai.com/docs
A champion document generated by Narrative AI, ready for the rep to edit and share
5

Enable champions to sell internally

Narrative turns the lived result into a case the existing champion can carry across the organization. The rep adapts the proof to the next buying center's priorities before it leaves the team.

app.getnarrativeai.com/crm
Narrative AI Data Quality, AI-suggested CRM changes awaiting rep approval before anything writes back
6

Measure and track success on the account level

Measure delivered outcomes and relationship coverage by buying center, not just total account revenue. Keep the account strategy current so the next opportunity starts with accumulated context instead of another renewal trigger.

Post-call CRM updates: manual 1-click approve

Built for

Account Executives →Sales Leaders →
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