A repeatable playbook for expanding within current accounts. How to move from one active use case to three, and from a spend-per-month relationship to an annual commitment.
1.2 · Revenue Architecture·artifact id: account-expansion-playbook-v0.html·2026-05-28·v0 format stub
This artifact is a format placeholder. The Phase 1 engagement populates this with real content based on the inputs you provide: your current account list, what each account is spending on today, and what adjacent use cases they have in production or planning. The structure below shows what the live playbook will look like.
What this playbook contains (when populated)
The account expansion playbook is a per-account action guide. It answers three questions for each existing account: what are they doing with SmartOne today, what adjacent work exists in their organization that SmartOne could be doing, and what is the conversation that opens that door?
Account profile format
Field
Content (example)
Account name
[Account name or alias]
Current engagement
[e.g., LiDAR annotation for perception model, ~$40K/month]
Decision maker
[Name, title, relationship]
Adjacent use cases identified
[e.g., synthetic data generation, model evaluation, second product line]
Annual commitment potential
[e.g., $480K/year floor at current rate]
Expansion conversation hook
[e.g., "You mentioned a second robotic arm program in Q3. Here is what we can do before that goes to production."]
Obstacle to expansion
[e.g., Procurement cycle requires vendor re-qualification for new work types]
Account inventory: all current accounts, current spend, current scope
Expansion hypothesis per account: where the next $50-200K of annual spend could come from, based on what you know about their roadmap
Conversation playbook per account: the specific hook, the specific ask, and the objection responses
Commitment conversion scripts: how to turn a spend-per-month conversation into an annual floor conversation without triggering a procurement re-evaluation
Expansion tracking: weekly status of each expansion conversation, updated by whoever owns the account
What you need to send us to build this
Inputs needed. To build the live playbook: (1) current account list with monthly spend by account, (2) what you know about each account's AI roadmap for the next 12 months, (3) the primary contact and their title at each account, and (4) whether there is any existing NDA or confidentiality arrangement that affects what we can say in outreach materials.