820-605 · Question #173
Which adoption campaign activity does the Customer Success Manager perform to identify expansion opportunities?
The correct answer is C. identifies the number of potential customer users who do not have license entitlement. To identify expansion opportunities, a Customer Success Manager (CSM) should determine the number of potential customer users who could benefit from the solution but currently lack license entitlement. This highlights a clear path for increased license sales within the existing…
Question
Which adoption campaign activity does the Customer Success Manager perform to identify expansion opportunities?
Options
- Ameets with the sales team to confirm renewal dates
- Bsends a survey to discover if users are fully aware of the solution benefits
- Cidentifies the number of potential customer users who do not have license entitlement
- Dparticipates in sales planning calls
How the community answered
(16 responses)- A6% (1)
- B6% (1)
- C69% (11)
- D19% (3)
Why each option
To identify expansion opportunities, a Customer Success Manager (CSM) should determine the number of potential customer users who could benefit from the solution but currently lack license entitlement. This highlights a clear path for increased license sales within the existing customer base.
Meeting with the sales team to confirm renewal dates is related to retention, not direct identification of expansion opportunities within the customer's usage.
Sending a survey about user awareness of solution benefits is an activity aimed at improving adoption or identifying barriers, not directly identifying an expansion opportunity in terms of additional licenses or services.
Identifying potential users who do not have licenses but could benefit from the solution directly reveals opportunities for license expansion, as these are users within the existing customer environment who are candidates for upsell.
Participating in sales planning calls is a collaborative activity, but it doesn't represent a specific adoption campaign activity performed by the CSM to directly identify expansion opportunities within the customer.
Concept tested: Identifying expansion opportunities through adoption
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