David Wolfe — AI-driven revenue systems

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SampleExpansion sample dataDefault app tables

Expansion Command Center Docs

Variables used to score installed-base readiness, select expansion motions, and estimate ARR lift.

Input data fields

Field	Meaning	Example / range	Used by
`account.name / segment`	Installed-base account and commercial segment.	Atlas Logistics / Mid-market	Account queue and offer matching
`account.currentARR`	Existing annual recurring revenue for the account.	$120,000	Pipeline and ARR lift sizing
`account.seatsPurchased / seatsActive`	Contracted seats and active seats.	100 purchased / 92 active	Seat-utilization signal
`account.usageGrowthRate`	Recent growth or decline in product usage.	-1 to 1	Readiness score and motion inference
`account.productQualifiedScore`	Product-qualified signal for expansion readiness.	0-1	Readiness contribution
`account.supportHealthScore`	Support/customer health signal where higher is healthier.	0-1	Readiness and risk adjustment
`account.renewalDays`	Days until renewal or commercial negotiation window.	0-365	Timing contribution
`account.executiveSponsor`	Whether a senior sponsor exists.	true / false	Readiness lift
`account.openExpansionSignals`	Count of active commercial/product expansion cues.	0-10+	Commercial-signal contribution
`account.trend`	Direction of account momentum.	accelerating, steady, softening	Readiness lift/penalty
`offer.motion / targetSegment`	Expansion motion and intended segment.	seat_expansion / Enterprise	Offer selection
`offer.expectedLiftPercent / cost / margin / slaDays`	Expected ARR lift, pursuit cost, margin, and SLA requirement.	0.18 lift / $1,200 cost / 0.78 margin / 14 days	Expected ARR, payback, and pursue/nurture/defer decision

Model variables and ranges

Variable	Type	Range	Used by
`currentARR`	currency	$0+	Pipeline and expected expansion ARR
`seatsPurchased/seatsActive`	integer	1+ / 0+	Seat utilization signal
`usageGrowthRate`	float	-1 to 1	Readiness score and motion inference
`productQualifiedScore/supportHealthScore`	float	0-1	Readiness score
`renewalDays/openExpansionSignals`	integer	0+	Timing and commercial-signal score
`trend`	enum	accelerating, steady, softening	Readiness lift/penalty
`expectedLiftPercent/marginPercent`	float	0-1	Offer economics
`minPaybackRatio/maxSlaDays`	float/integer	0+ / 1+	Pursue/nurture/defer decision

Formulas and recommendation rules

Model step	Formula	Decision rule
Readiness score	`seat utilization + usage growth + PQS + support health + renewal timing + sponsor + signals + trend lift`	Classifies low/medium/high expansion readiness.
Expected expansion ARR	`currentARR * offerExpectedLift * clamp(readinessScore + 0.18, 0.2, 1)`	Ranks expansion opportunities by economic value.
Decision	`defer if margin/payback fail; pursue if high readiness and SLA fits; otherwise nurture`	Determines account-level next action.