Surfaced Expansion Opportunities
Surfaced Expansion Opportunities
Surfaced Expansion Opportunities
Surfaced Expansion Opportunities
Learning platform for training, onboarding, and upskilling enterprises
Learning platform for training, onboarding, and upskilling enterprises
Industry
Software
Software
Headquarters
San Francisco, US
San Francisco, US
Size
+50 People
+50 People
Switched
2021
2021
Challenge
Our ICP is large enterprises, so anywhere between 2,500 and hundreds of thousands of employees. Each customer gets a dedicated CSM, but because these organizations are so large, finding expansion opportunities can prove a challenge. This is made worse by the fact many of these organizations have lots of parent and child organizations, international subsidiaries, and often are cobbled together through a mix of mergers and acquisitions. We needed a way to identify expansion opportunities where we knew we would be sticky.
“In one account we have 2,500 content creators in the system. There’s no way a CSM would be able to call every single one of them, so we used Calculated Metrics.”
Challenge
Our ICP is large enterprises, so anywhere between 2,500 and hundreds of thousands of employees. Each customer gets a dedicated CSM, but because these organizations are so large, finding expansion opportunities can prove a challenge. This is made worse by the fact many of these organizations have lots of parent and child organizations, international subsidiaries, and often are cobbled together through a mix of mergers and acquisitions. We needed a way to identify expansion opportunities where we knew we would be sticky.
“In one account we have 2,500 content creators in the system. There’s no way a CSM would be able to call every single one of them, so we used Calculated Metrics.”
Challenge
Our ICP is large enterprises, so anywhere between 2,500 and hundreds of thousands of employees. Each customer gets a dedicated CSM, but because these organizations are so large, finding expansion opportunities can prove a challenge. This is made worse by the fact many of these organizations have lots of parent and child organizations, international subsidiaries, and often are cobbled together through a mix of mergers and acquisitions. We needed a way to identify expansion opportunities where we knew we would be sticky.
“In one account we have 2,500 content creators in the system. There’s no way a CSM would be able to call every single one of them, so we used Calculated Metrics.”
Solution
Using Calculated Metrics (a way to convert and combine raw metrics to better understand usage) within Planhat, we were able to identify users who were making a lot of educational content but that we weren’t typically in communication with. We originally started this project to multi-thread in order to reduce risk and protect revenue. Our buying center is often the first to get cut and only having one contact at a company is precarious, and Planhat helps with this. But we quickly discovered that these “quiet champions” within the organization presented an expansion opportunity.
Solution
Using Calculated Metrics (a way to convert and combine raw metrics to better understand usage) within Planhat, we were able to identify users who were making a lot of educational content but that we weren’t typically in communication with. We originally started this project to multi-thread in order to reduce risk and protect revenue. Our buying center is often the first to get cut and only having one contact at a company is precarious, and Planhat helps with this. But we quickly discovered that these “quiet champions” within the organization presented an expansion opportunity.
Solution
Using Calculated Metrics (a way to convert and combine raw metrics to better understand usage) within Planhat, we were able to identify users who were making a lot of educational content but that we weren’t typically in communication with. We originally started this project to multi-thread in order to reduce risk and protect revenue. Our buying center is often the first to get cut and only having one contact at a company is precarious, and Planhat helps with this. But we quickly discovered that these “quiet champions” within the organization presented an expansion opportunity.
Impact
We have seen a significant increase in opportunities since implementing this project. In one of our customers, we identified a user who was making 500 pieces of content in a month. When we reached out to him, we discovered that he was scoping a competitor of ours and was comparing us and them. We ended up expanding the account to an external use case that was much larger than the internal one. And because Continu changed from a cost center to a revenue driver at their company, they also signed a multi-year deal with us eight months early.
Impact
We have seen a significant increase in opportunities since implementing this project. In one of our customers, we identified a user who was making 500 pieces of content in a month. When we reached out to him, we discovered that he was scoping a competitor of ours and was comparing us and them. We ended up expanding the account to an external use case that was much larger than the internal one. And because Continu changed from a cost center to a revenue driver at their company, they also signed a multi-year deal with us eight months early.
Impact
We have seen a significant increase in opportunities since implementing this project. In one of our customers, we identified a user who was making 500 pieces of content in a month. When we reached out to him, we discovered that he was scoping a competitor of ours and was comparing us and them. We ended up expanding the account to an external use case that was much larger than the internal one. And because Continu changed from a cost center to a revenue driver at their company, they also signed a multi-year deal with us eight months early.
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Customers
© 2025 Planhat AB
Customers
© 2025 Planhat AB
Customers
© 2025 Planhat AB
Customers
© 2025 Planhat AB