Is More than Half Your Revenue at Stake? Get the Expansion Revenue Worksheet

Rekener B2B Land & Expand Survey Report Part 1 with Expansion Revenue Worksheet

Our recent B2B Land & Expand survey of Finance and BizOps leaders at recurring revenue businesses says 52% of revenue comes from 4 Types of Expansion revenue: Upsell, Cross-sell, Users and Price. Yet the definitions of these terms lack consistency across the industry and even within the same company. Download our Expansion Revenue Worksheet to get your team on the same page.

With more than half of B2B recurring revenue — 52% — coming from Expansion, it’s vital that everyone on the go-to-market team is aligned to grow that Expansion revenue.

But what if different members of the go-to-market team have different thoughts about how to define Expansion revenue? Are you sure that people in your company — or even within your own department — would define Upsell, Cross-sell, and other types of Expansion revenue using consistent language?

We can help. Today we’re releasing a Rekener Expansion Revenue worksheet. Compare your definitions for the 4 types of Expansion revenue with ours, and share it with your team.

Where’d we get our definitions? We recently published Part 1 of our 2018 B2B Land & Expand Survey Report, which noted that prior research in this area lumped together different types of expansion revenue. That makes it tough to compare upsell apples with cross-sell oranges, so to speak.

In our survey, we polled Finance and BizOps leaders from over 300 companies in the software or information technology industry who reported a majority of their revenue coming from B2B sales. In the end, we came up with the definitions on this chart:

And please note: we don't claim that our definitions are better than yours. In fact, we think the process of using the worksheet and reviewing ours will serve to help you clarify your own. The most important thing is for everyone on your team to speak the same language.

Rekener Expansion Revenue Worksheet 2018 B2B Land and Expand Survey Report Part 1

Add new comment

Your comment will appear soon!

Stephanie Fox

Steph served as Rekener’s Community Manager and CMO. A Rekener co-founder, she was previously Senior Director of Marketing at CCC, a $300M+ recurring revenue business, and served in marketing leadership roles at Vertical, @stake, Informio, DotContent and Meridian. Her first recurring revenue role was as an inside sales rep selling real-time stock pricing subscriptions.

Sales Rep Scorecards

Rekener Sales Rep Scorecards is the quickest and easiest way to get all of your sales rep reporting done...period.

Learn More


Get the best BizOps content delivered to your inbox twice a month.