Expansion RAG is the only perspective that does not rollup to overall Health because whilst growth conversations increase the likelihood of a renewal, the absence of a growth conversation does not reduce the likelihood.

Assessment here, then, is about your proactive management of expansion conversations.

• This begins with an assessment of your customer for expansion opportunities through White Space analysis. For example, an assessment of where in your customers business are they not using your solution?
• Having conducted white space analysis then the next step is to decide which of these potential gaps could form the basis of a proactive Approach.
• If you have approached the customer than you have started a Growth Conversation which will lead to an agreed Awareness of Need.
• After which the expansion opportunity will be Qualified as worth the effort, time, and money or not.
• Assuming the expansion conversation continues then it will be related to the details of Pricing and Contracts
• Ultimately each expansion conversation will be Closed Down or it will be Closed with an Expansion to the contract.

Assessment of RAG Status

Red

• If there is no white space analysis carried out, no approaches decided, and no active expansion conversation of any form.

Amber

• If there are stalled expansion conversations.

Green

• If there are expansion conversations progressing or a new expansion has been implemented i.e. the conversation is active, in progress, or done.

Multiple Expansion or Growth Conversations

It is likely that you will have multiple expansion or growth conversations over the life of a customer account. If there are multiple growth conversations captured, then the overall RAG is the most positive assessment of active growth conversations i.e. if there is any Expansion that is green, the overall Expansion RAG is also green.