Just released
Pipeline in Plain Sight:
Predictable Account Expansion in Unpredictable Times
Demand forms inside your accounts before anyone fills out a form, before any intent tool fires, before your team has any idea it’s happening. We built a system to catch it earlier. Here’s what we found.
The gap
CEOs aren't confident in their teams on expansion, and it's not a people problem. 71% say it's their top growth lever. Only 49% trust their team to deliver it. The reason isn't effort or headcount. It's that demand is forming inside accounts and nobody sees it until it's an RFP.
Where to focus
Three types of business change drive 82% of expansion deals. A new CTO. An acquisition. A regulatory shift. These events create real budget and real urgency, weeks before anyone starts Googling vendors. We identified which ones actually convert, so you're not chasing noise.
The build
You can have this running in 90 days without rebuilding your stack. Four things to put in place, in what order, and how to know if they're working. No new headcount required.
The data
58,825 signals. 46 accounts. 12 months. Same accounts, two methods, side by side. This isn't modeled or surveyed. It's what actually happened when signal-driven teams ran alongside traditional account management in the same books of business.
7.4x
larger deal sizes
128
fewer days to close
71%
conversion rate
