Expansion Signal

An expansion signal is a behavioral cue that an account is ready to buy more — nearing a usage ceiling, adding new users, or reaching for higher-tier features.

This concept is the heart of expansion revenue in product-led growth: instead of a rep guessing which account is ready to upgrade, the product's own behavior reveals it. Classic signals fall into three groups: usage nearing the plan ceiling, a team growing and adding new users, and adoption of a feature that is only complete in a higher tier. The trap is that not every usage rise is an expansion signal; it must align with buying readiness, or you merely pressure a user who happened to be heavy. So an expansion signal has value when read beside account health and contract context, not on its own.