Use case · Expansion
Why isn't everyone a fanatic?
Fanatics are made by results — and yours are trapped in one corner of the account. Narrative maps who already vouches for you, picks the next buying center, and drafts the case your champion carries in.
Integrates with HubSpot and Salesforce
Narrative maps the account, drafts the research and the case your champion carries. The rep decides which buying center to open next, edits every word, and sends it.
Map the account and your success
A closed-won is the deadest object in the CRM — but the account behind it is at peak value the day the ink dries: proof you delivered, people who lived the outcome and now vouch for you, and buying centers that never felt any of it. That is the whole answer — fanatics are made by results, and the result never left the corner it happened in. Expansion starts with an honest picture of what you actually have. Narrative splits the account into its distinct buying centers — the divisions and business units that each run their own budget and their own decision — each mapped as its own org chart rolling up to the parent, with the corner you sold into marked and the people who already vouch for you still on the canvas. The relationship you built, the people who signed, and the outcome you delivered are the asset you expand on, so they stay in front of you instead of ageing out in a closed-won record.
Define the expansion opportunity
Whitespace is only useful once you know what's in it. With the account mapped, the divisions you have no coverage in are visible rather than rediscovered on the renewal call where their VP mentions the East division bought something like yours last year — and one click researches the one you're targeting: what it's under pressure to fix, who the decision-makers are, and how that ladders back to the value you already delivered next door. Sharing a logo doesn't mean you know the room — nobody in that division has lived your result yet. The buying center worth opening next is the one whose pressures look most like the problem you already solved next door: that is where the result travels first.
Create a multi-threaded expansion plan
Every deck has the land-and-expand slide; almost nobody has the motion. One warm intro is not expansion — a single-threaded second deal stalls exactly the way the first one almost did. Once the new buying center is mapped, select its whole slate of decision-makers straight off the canvas and enroll them in one action, each contact picking up a cadence drafted from their own research and from what you already know about the parent account. You work the division as a room from day one. Every step lands on the rep's task list to approve and send; nothing fires on autopilot.
Align champions and internal resources behind closure
An expansion has a different cast than a first deal. Your champion is already inside, your AM or CSM owns the relationship, and the new division's people have never met you — so the risk isn't procurement, it's the account team and the buyer's org drifting into different stories. Narrative keeps one account picture everyone works from: the buying centers, who vouches for you in each, what was delivered where, and the plan into the next one — shared with the buyer in a deal room with a mutual action plan when the deal warrants it. When the account changes hands, the story goes with it, so the new owner grows the account in week one instead of reconstructing it for a month.
Enable champions to sell internally
In a first deal your champion argues for a bet. In an expansion they vouch for something they have already lived — a far stronger case, and a completely different document. Narrative drafts it from the win you actually delivered in their division: what changed, what it was worth, and what the next group should expect, in the language that group's leadership cares about. Built off your own templates, edited by you before it leaves the building, and handed to the champion to carry into a room you will never be in. That is a referral from someone they trust, not a pitch from someone they don't. And it isn't going back to the well with your hand out — the case makes your champion look good in front of their own leadership.
Measure and track success on the account level
Expansion is measured over quarters, not in a single close — so the unit has to be the account, not the deal. Narrative keeps that record current without anyone chasing it: calls are recorded and recapped, and the field-level updates come back as suggestions you approve one by one before anything writes to the CRM. With the account as the unit, you see how many buying centers you are in, how deep coverage runs in each, and where the next one is — your accounts as a rep, your team's as a manager, the company's as a leader. A logo you won once shows up as an account that keeps growing — because every buying center that gets the result makes the next set of fanatics, and the next case for a champion to carry.