[{"data":1,"prerenderedAt":50},["ShallowReactive",2],{"glossary-expansion-revenue":3},{"slug":4,"path":5,"title":6,"description":7,"term":8,"wordCount":9,"hasExample":10,"inboundLinks":11,"isPublished":10,"html":12,"data":13,"related":28,"lessons":47},"expansion-revenue","/glossary/expansion-revenue","What Is Expansion Revenue? Definition (Upsell and Cross-Sell)","Expansion revenue is the money earned from customers you already have — upsells, cross-sells, added seats, or higher tiers. Alongside new business and churn, it is one of the three levers that move MRR and ARR, and it is cheaper to win.","Expansion Revenue",183,true,5,"\u003Cp>Expansion revenue is the money you earn from customers you already have — through upsells, cross-sells, added seats, or higher tiers. It sits alongside new revenue and \u003Ca href=\"/glossary/churn/\">churn\u003C/a> as one of the three levers that move \u003Ca href=\"/glossary/mrr/\">MRR\u003C/a> and \u003Ca href=\"/glossary/arr/\">ARR\u003C/a>. In mature \u003Ca href=\"/glossary/saas/\">SaaS\u003C/a> companies, expansion can be cheaper to win than new business, which is why \u003Ca href=\"/glossary/account-executive/\">account executives\u003C/a> are increasingly measured on it.\u003C/p>\n\u003Ch2 id=\"in-plain-english\">In plain English\u003C/h2>\n\u003Cp>Expansion is selling more to the people who already trust you. It is easier than hunting because the relationship exists, but it still requires a real \u003Ca href=\"/glossary/value-proposition/\">value proposition\u003C/a> and follow-through. A company with strong expansion revenue grows without having to replace everything it loses to churn.\u003C/p>\n\u003Ch2 id=\"why-it-matters-to-you\">Why it matters to you\u003C/h2>\n\u003Cp>Expansion changes the shape of your job. If your \u003Ca href=\"/glossary/quota/\">quota\u003C/a> includes expansion, your \u003Ca href=\"/glossary/win-rate/\">win rate\u003C/a> and your pipeline look different than in a pure new-business role. Knowing how much of the number comes from existing customers tells you whether you are being hired to hunt or to farm — and it is one of the smartest questions you can ask about any \u003Ca href=\"/glossary/account-executive/\">account executive\u003C/a> role.\u003C/p>\n",{"title":6,"description":7,"primaryQuery":14,"term":8,"publishedAt":15,"author":16,"reviewedAt":17,"example":18,"relatedTerms":19,"lessons":26},"what is expansion revenue","2026-08-18","closers","2026-09-24","\"Half my quarter came from expansion — I upsold two accounts to a higher tier instead of hunting brand-new business.\"",[20,21,22,23,24,25],"mrr","arr","churn","account-executive","win-rate","saas",[27],"/academy/sdr/sdr-vs-ae",[29,32,35,38,41,44],{"slug":20,"path":30,"title":31},"/glossary/mrr","What Is MRR (Monthly Recurring Revenue)? Definition",{"slug":21,"path":33,"title":34},"/glossary/arr","What Is ARR (Annual Recurring Revenue)? Definition",{"slug":22,"path":36,"title":37},"/glossary/churn","What Is Customer Churn? Definition and Why It Matters",{"slug":23,"path":39,"title":40},"/glossary/account-executive","What Is an Account Executive (AE)? Sales Role, Explained",{"slug":24,"path":42,"title":43},"/glossary/win-rate","What Is a Sales Win Rate? Definition",{"slug":25,"path":45,"title":46},"/glossary/saas","What Is SaaS in Sales? Software as a Service Explained",[48],{"path":27,"title":49},"SDR vs AE: What Changes When You Get Promoted",1792888522589]