The Hybrid Expansion Playbook v1.0

A 17-page operational playbook for the post-sales function at any hybrid SaaS company expanding existing customers onto a new agentic product line.

What you'll get

• The four moments that decide whether hybrid expansion lands — and the specific failure modes at each one
• A use-case identification framework built on mining the customer's existing operational data (not running demos)
• The six-role stakeholder map for agentic expansion at an existing customer — and the specific play for engaging each role without breaking the original relationship
• The A–G post-demo commitment checklist — the seven explicit commitments you need before leaving any demo, with the exact language to use for each one
• The four expansion patterns (Workflow → Complexity → Department → Geographic) and the order they actually work in
• The Land → Prove → Tell → Travel → Expand 90-day cycle — the operating engine for compounding account growth
• A consolidated 30 / 60 / 90-day cadence mapping every activity to a concrete output

Who it's for

• CSMs and Account Managers expanding existing customers into agentic products
• Heads of Customer Success / VPs of Account Management designing the team playbook
• Solutions Engineers and AI Specialists stepping into existing-customer expansion
• Founders and operators at hybrid SaaS companies launching agentic product lines
• Deployment Strategists at companies graduating into a meaningful installed base

What's inside

Part

Topic

1	Why this scenario deserves its own playbook
2	Stage 1 — Identifying use cases and opportunities
3	Stage 2 — Identifying and bringing in the right stakeholders
4	Stage 3 — The demo-to-action commitment moment
5	Stage 4 — Successfully expanding the account
6	A consolidated 30 / 60 / 90-day cadence
7	What this implies for content and positioning

Format

17-page PDF, ~37KB. Free download — drop your email to receive the file plus occasional updates on the playbook series. No spam, unsubscribe in one click.

License

This document may be freely shared, quoted, and adapted with attribution. v1.1 will incorporate contributor input — if you've run this motion at a hybrid SaaS company and have refinements or named case studies, get in touch.