Up-Sell Play: Personalized ROI Content

A recurring challenge with enterprise customers is capturing their success stories when a public case study isn't an option. To address this, I developed a private ROI one-pager designed exclusively for the customer to showcase their wins internally. This provided sales reps and internal advocates with a compelling narrative for expansion while giving the customer a concrete framework to measure their success.

After sharing this with our internal champions, we distributed copies to stakeholders identified as key to expanding beyond the pilot. Within a week, two net-new contacts reached out unprompted, and our champion requested our help building a pitch deck for their upcoming QBR.

The document below is an anonymized version of that framework, illustrating how we highlight high-impact metrics to set the stage for expansion conversations.