SANITIZED BUILD RECEIPT · builtgtm.ai/builds
We already score who to land (ICP) and how well they're using us (Product Engagement). This is the third score: for a customer we've already won, which team do we sell into next - and is now the time?
A 0-100 score per current customer, plus a one-word verdict that tells the CSM/AE what motion the account is in. High means: real untapped teams, a healthy beachhead to point to, and signs the next team is in-market.
The verdict is the headline. The score just ranks accounts inside the same verdict so a rep knows where to start.
Four sources, each answering one question. Nothing is invented - every input traces to a system you can open.
AEs, SDRs, CS, Other. Answers "how many teams, and how many people, are still untapped?"data-thin - we never paper over a gap with a guess.In one sentence: take how much of the org is still untapped (weighted highest, because new teams are the trigger), check that the team we already have is healthy, then ask whether the next team is shopping - and if the beachhead is failing, stop and fix it before anything else.
Whitespace (0-100) - weighted toward new teams over raw headcount, per Heath's call that the team count is the trigger:
Beachhead (0-100) = the sold team's product-engagement score directly. No Product read → neutral 50, flagged data-thin.
Buying signals (0-100) - per unsold team, the max of: Common Room intent percentile on people in that team · a free product signup from that team (product-led cross-sell beachhead) · a hiring burst in that function. This is the v2 wire-up - see status below.
The Beachhead Gate (the load-bearing rule):
You cannot cross-sell a new team off a deployment that's dying. The gate forces the save first - the same discipline as the DQ cap on the ICP composite.
The Next-Team engine ranks an account's unsold teams by in-market signal × team size × adjacency to the sold team (AEs↔SDRs closest, then CS, then Other), and emits the one team to open next with its size, its signal, and a named contact.
The verdict picks the motion; the Next-Team engine names the target.
| Verdict | Motion | First move |
|---|---|---|
| Expand-Now | Cross-sell, this week | Open the named unsold team. Lead with the beachhead's results as proof. |
| Land-and-Expand | Cross-sell, nurture | Warm the next team. Get the champion to intro across the org chart. |
| Upsell-Only | Seats / usage | Expand seats and depth inside the teams already on the company. |
| Fix-First | Save | Re-light the beachhead. No cross-sell motion until product-engagement score recovers. |
| Dormant | Park | Watch for a signal. Don't spend a cycle yet. |
1.What: Expansion 79.9 → Expand-Now. A current customer ($53.6K ARR) we should cross-sell now.
2.Where: Salesforce says 1 of 3 teams is on the company, with 76 people in the two untapped teams. Amplitude says the sold team is a Power user - the strongest possible reference.
3.How: Whitespace 80.2 (two whole teams + 76 people untapped) and Beachhead 79.5 (Power) carry the score. The gate doesn't fire - the beachhead is thriving, not dying - so nothing is capped.
4.Do: Open the largest adjacent untapped team. Walk in with the beachhead's adoption as proof: "your [sold team] is one of our most active deployments - here's what the [next team] would get."
The score hands you the account and the verdict. Here's how to turn it into a sent sequence in four MCP-assisted steps - we've already wired the systems together.
Run across the 495 current customers with a team-coverage read. Whitespace and beachhead health are computed live; the per-team buying-signal layer is the next wire-up (see status).
Top cross-sell targets (v1 ranking):
| Account | Exp | Teams | Untapped ppl | Beachhead | ARR |
|---|---|---|---|---|---|
| Globex | 91.0 | untapped | 93 | Power | $125.7K |
| Initech | 80.8 | untapped | 27 | Established | $408.6K |
| Vandelay Industries | 79.9 | 1 / 3 | 76 | Power | $53.6K |
| LendingHome | 86.1 | untapped | 42 | Established | $53.3K |
| Globex Auctions | 77.0 | 1 / 3 | 35 | Power | $31.4K |