{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "customers.expansion_opportunities",
    "slug": "expansion_opportunities",
    "domain": "customers",
    "defaultLabel": "Expansion Opportunities",
    "description": "Identified upsell, cross-sell, and seat-expansion opportunities inside the existing customer base, with deal size and timing where known. This is the qualitative narrative behind the expansion component of NRR — what the CS / Sales team sees in the pipeline that has not yet converted. The board reads this as forward-looking signal on whether NRR will trend up or down next quarter. Common pitfall: confusing \"opportunities\" (real conversations with named accounts) with \"addressable upside\" (theoretical TAM uplift) — keep this field anchored in actual pipeline.",
    "fieldType": "text",
    "unit": null,
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Sales"
    ],
    "stageRelevance": {
      "seriesA": "recommended",
      "seriesB": "recommended",
      "seriesC": "recommended",
      "public": "recommended"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "formula": "Qualitative — no calculation. Narrative list of named-account expansion opportunities (seat count, module add-on, tier upgrade, cross-sell) with estimated deal size and target close period when available.",
    "whyItMatters": "Forward-looking signal on NRR trajectory. A thin expansion pipeline is the leading indicator of NRR compression — boards catch it here before it shows up in the metric next quarter.",
    "interpretationGuidance": "Anti-pattern: vague \"we see room to expand in mid-market\" framing without named accounts or sizing. Strong content lists ≥3 named opportunities with deal size estimates and target timing, plus a short note on the blocking gate (procurement, integration, exec sponsor) for each. If the pipeline is genuinely thin, write that explicitly — the board needs to know.",
    "relatedKpiIds": [
      "customers.net_revenue_retention",
      "customers.retention_insights",
      "customers.key_initiatives",
      "sales.arr"
    ]
  }
}