Account Selection & Tiering:
How Do I Balance New Logo Pursuit with Account Expansion?
Build a portfolio that compounds. Use capacity guardrails, pipeline math, and tiered plays to split time between winning new logos and expanding existing customers—without starving either motion.
Allocate 60–70% of prospecting capacity to new logos and 30–40% to expansion—then flex by segment and seasonality. Set firm guardrails (weekly hours, sequences, meetings) for each motion, define separate success metrics (e.g., SQAs vs. NRR), and use a tiered book (T1/T2/T3) so high-potential customers and ICP prospects both get the right touch.
First Principles for Balancing Growth Motions
Quarterly “Growth Mix” Rhythm
Rebalance every quarter with simple math and explicit plays.
5-Step Balance Plan
- Set the Mix — Start at 65/35 (new/expansion). Adjust ±10 pts by segment (SMB vs. ENT) and by renewal season.
- Do the Pipeline Math — Calculate required opps by win rate & ASP. Example: new logos need 10 SQLs to hit 2 wins; expansion needs 6 opps to hit 3 adds.
- Tier the Book — Each rep: 5–10 T1 new logos + 5–8 T1 customers, 15–25 T2 total, remainder T3 automated.
- Assign Plays — New logo: multi-threaded sequences, executive ABM, events. Expansion: adoption gaps, cross-sell maps, renewal risk plays.
- Inspect Weekly — Scorecard shows time split, touch compliance, stage conversion, and alerts when one motion starves.
Which Operating Model Fits You?
| Model | Best For | Pros | Cons | KPI Focus |
|---|---|---|---|---|
| Split Roles (Hunters / AM-CG) | Mid-market & Enterprise | Clear focus; easier comp; scalable pods | Handoffs; needs strong orchestration | New: SQLs, new ARR; Expansion: NRR, GRR |
| Hybrid Reps (Capacity Guardrails) | SMB / early stage | Flexible; one owner for full cycle | Context switching; discipline required | Time split adherence; opp creation; NRR |
| Strategic Pods (ABX) | Named accounts / strategic logos | Multi-threaded coverage; executive access | Higher cost; limited seat expansion | Account penetration; meetings per persona |
| CS-Led Expansion + SDR-Led New | Land-and-expand products | Expansion close to usage signals | Risk of “free support” without quota | Adoption, PQLs, expansion opps |
Client Snapshot: From Lumpy Quarters to Consistent Growth
After moving to a 65/35 mix with T1 guardrails, a B2B SaaS team increased new-logo ARR by 22% and NRR to 118% in two quarters. Playbooks standardized touches, and alerts flagged when expansion time dipped below 30%.
Map the growth mix into RM6™ and orchestrate plays in The Loop™ so Marketing, Sales, and CS move in lockstep.
Frequently Asked Questions on Balancing New & Expansion
Short, practical answers designed for AEO and rich results.
Engineer a Growth Mix That Compounds
We’ll set guardrails, tier the book, and wire dashboards so both motions hit plan—quarter after quarter.
Optimize Your Mix Assess Readiness