The Pedowitz Group Logo in blue and green colors
  • Solutions
    1-1
    MARKETING CONSULTING
    Operations
    Marketing Operations
    Revenue Operations
    Lead Management
    Strategy
    Revenue Marketing Transformation
    Customer Experience (CX) Strategy
    Account-Based Marketing
    Campaign Strategy
    CREATIVE SERVICES
    CREATIVE SERVICES
    Branding
    Content Creation Strategy
    Technology Consulting
    TECHNOLOGY CONSULTING
    Adobe Experience Manager
    Oracle Eloqua
    HubSpot
    Marketo
    Salesforce Sales Cloud
    Salesforce Marketing Cloud
    Salesforce Pardot
    4-1
    MANAGED SERVICES
    MarTech Management
    Marketing Operations
    Demand Generation
    Email Marketing
    Search Engine Optimization
  • AI Services
    ai strategy icon
    AI STRATEGY AND INNOVATION
    AI Roadmap Accelerator
    AI and Innovation
    Emerging Innovations
    ai systems icon
    AI SYSTEMS & AUTOMATION
    AI Agents and Automation
    Marketing Operations Automation
    AI for Financial Services
    ai icon
    AI INTELLIGENCE & PERSONALIZATION
    Predictive and Generative AI
    AI-Driven Personalization
    Data and Decision Intelligence
  • HubSpot
    hubspot
    HUBSPOT SOLUTIONS
    HubSpot Services
    Need to Switch?
    Fix What You Have
    Let Us Run It
    HubSpot for Financial Services
    HubSpot Services
    MARKETING SERVICES
    Creative and Content
    Website Development
    CRM
    Sales Enablement
    Demand Generation
  • Resources
    Revenue Marketing
    REVENUE MARKETING
    2025 Revenue Marketing Index
    Revenue Marketing Transformation
    What Is Revenue Marketing
    Revenue Marketing Raw
    Revenue Marketing Maturity Assessment
    Revenue Marketing Guide
    Resources
    RESOURCES
    CMO Insights
    Case Studies
    Blog
    Revenue Marketing
    Revenue Marketing Raw
    OnYourMark(et)
    assessments
    ASSESSMENTS
    Assessments Index
    Marketing Automation Migration ROI
    Revenue Marketing Maturity
    HubSpot Interactive ROl Calculator
    Website Grader
    AI Agents
    Content Analyzer
    Marketing Automation
    AI Readiness Assessment
    HubSpot TCO
    guide
    GUIDES
    Revenue Marketing Guide
    The Loop Methodology Guide
    Revenue Marketing Architecture Guide
    Value Dashboards Guide
    AI Revenue Enablement Guide
    AI Agent Guide
  • About Us
    industry icon
    WHO WE SERVE
    Technology & Software
    Financial Services
    Manufacturing & Industrial
    Healthcare & Life Sciences
    Media & Communications
    Business Services
    Higher Education
    Hospitality & Travel
    Retail & E-Commerce
    Automotive
    about
    ABOUT US
    Our Story
    Leadership Team
    How We Work
    RFP Submission
    Contact Us
  • Solutions
    1-1
    MARKETING CONSULTING
    Operations
    Marketing Operations
    Revenue Operations
    Lead Management
    Strategy
    Revenue Marketing Transformation
    Customer Experience (CX) Strategy
    Account-Based Marketing
    Campaign Strategy
    CREATIVE SERVICES
    CREATIVE SERVICES
    Branding
    Content Creation Strategy
    Technology Consulting
    TECHNOLOGY CONSULTING
    Adobe Experience Manager
    Oracle Eloqua
    HubSpot
    Marketo
    Salesforce Sales Cloud
    Salesforce Marketing Cloud
    Salesforce Pardot
    4-1
    MANAGED SERVICES
    MarTech Management
    Marketing Operations
    Demand Generation
    Email Marketing
    Search Engine Optimization
  • AI Services
    ai strategy icon
    AI STRATEGY AND INNOVATION
    AI Roadmap Accelerator
    AI and Innovation
    Emerging Innovations
    ai systems icon
    AI SYSTEMS & AUTOMATION
    AI Agents and Automation
    Marketing Operations Automation
    AI for Financial Services
    ai icon
    AI INTELLIGENCE & PERSONALIZATION
    Predictive and Generative AI
    AI-Driven Personalization
    Data and Decision Intelligence
  • HubSpot
    hubspot
    HUBSPOT SOLUTIONS
    HubSpot Services
    Need to Switch?
    Fix What You Have
    Let Us Run It
    HubSpot for Financial Services
    HubSpot Services
    MARKETING SERVICES
    Creative and Content
    Website Development
    CRM
    Sales Enablement
    Demand Generation
  • Resources
    Revenue Marketing
    REVENUE MARKETING
    2025 Revenue Marketing Index
    Revenue Marketing Transformation
    What Is Revenue Marketing
    Revenue Marketing Raw
    Revenue Marketing Maturity Assessment
    Revenue Marketing Guide
    Resources
    RESOURCES
    CMO Insights
    Case Studies
    Blog
    Revenue Marketing
    Revenue Marketing Raw
    OnYourMark(et)
    assessments
    ASSESSMENTS
    Assessments Index
    Marketing Automation Migration ROI
    Revenue Marketing Maturity
    HubSpot Interactive ROl Calculator
    Website Grader
    AI Agents
    Content Analyzer
    Marketing Automation
    AI Readiness Assessment
    HubSpot TCO
    guide
    GUIDES
    Revenue Marketing Guide
    The Loop Methodology Guide
    Revenue Marketing Architecture Guide
    Value Dashboards Guide
    AI Revenue Enablement Guide
    AI Agent Guide
  • About Us
    industry icon
    WHO WE SERVE
    Technology & Software
    Financial Services
    Manufacturing & Industrial
    Healthcare & Life Sciences
    Media & Communications
    Business Services
    Higher Education
    Hospitality & Travel
    Retail & E-Commerce
    Automotive
    about
    ABOUT US
    Our Story
    Leadership Team
    How We Work
    RFP Submission
    Contact Us
Skip to content

Customer Success Integration:
How Do I Coordinate New Logo and Expansion Efforts?

Run one unified ABX engine for acquisition and growth. Align ICP, data, and plays across Demand Gen, Sales, and CS so you land the right logos and expand existing ones—without channel conflict or customer fatigue.

Design Your Unified ABX Map Motions to The Loop™

Coordinate new logo and expansion by sharing the same account model (ICP fit, buying committee, intent tiers), governing audiences & suppression at the account/contact level, and routing signals to the right motion (acquire vs. expand) with clear owners and SLAs. Use one pipeline view across Net New and Customer to plan coverage, avoid collisions, and optimize NRR + logo growth together.

Principles for Coordinated Acquisition & Expansion

One ICP, Two Motions — Same fit model; different trigger thresholds and narratives for land vs expand.
Audience Governance — Central segments (greenfield, whitespace, advocates, risk) with mutually exclusive suppression rules.
Signal Routing — Intent + product telemetry decide motion: market intent → new logo; value/usage → expansion.
Multithreaded Plays — Pair AE outbound with CSM advocacy and PMM enablement to raise conversion and de-risk deals.
One Plan, One Scorecard — Unified weekly plan for coverage, pipeline, velocity, and NRR; shared attribution and stage definitions.

Your 90-Day Coordination Plan

Stand up shared definitions, build governed audiences, and orchestrate conflict-free plays.

Phase 1 → Phase 2 → Phase 3

  • Days 1–30: Align & Model — Publish unified ICP and buying committee; define greenfield vs whitespace; agree routing (intent vs usage); set suppression flags (risk, in-flight deal, renewal window).
  • Days 31–60: Segment & Orchestrate — Build audiences (new logo intent tiers; customer advocacy/adoption tiers); launch paired plays: Land with Proof (references) and Expand with Value (ROI snapshots).
  • Days 61–90: Govern & Scale — Roll out a shared pipeline/NRR dashboard; add collision detection; institute a weekly GTM council for capacity, coverage, and content gaps.

Siloed Motions vs. Unified ABX Engine

Dimension Siloed Motions Unified ABX Engine Primary KPI
Audience Separate lists; overlap and fatigue Central segments with mutual exclusions Reach efficiency
Signals Manual, inconsistent Intent → Land; Usage/Value → Expand Win rate / TTE
Orchestration AE-only outbound or CSM-only plays AE + CSM + Exec + PMM, coordinated Multi-thread rate
Planning Two pipelines, conflicting calendar One plan across Net New & Customer Coverage & velocity
Measurement Clicks & MQLs vs CS health Logo growth + NRR in one scorecard NRR, LTV/CAC

Coordination Play Library (Moment → Orchestration)

Moment Coordinated Play Owners Key Assets Measure
Third-party intent surge (new logo) AE outbound + CS-provided advocate reference within same industry AE + CSM + PMM Reference roster, ROI one-pager, talk track Meetings set, Stage 2→3 rate
Customer ROI achieved Publish outcome snapshot → ABX audience for lookalike logos + expansion offer to peers/BUs CS Ops + Demand Gen Outcome card, advocacy CTA, use-case ladder New opps from references, multi-product rate
New executive sponsor in customer Exec briefing (renewal/expansion) + intro to adjacent division (new logo) CS Leader + AE QBR deck, 90-day plan, org map Exec engagement, sourced opps
Usage nearing limit Expansion bundle with guardrails + case study to industry prospects AE + CSM + RevOps Savings calc, plan compare, proof deck ASP lift, influenced new-logo pipeline
Risk recovery in customer Suppress prospecting to sister accounts; run stability sprint before reactivating ABX CS Ops + DG Suppression flags, incident comms kit Save rate, fatigue reduction

Client Snapshot: One Engine for Land + Expand

After unifying ICP, audiences, and a single ABX calendar, a SaaS company increased logo win rate by 18% and lifted NRR by 7 pts in two quarters—while reducing list fatigue by 32% via governed suppressions.

Map both motions to The Loop™ so every land/expand moment has clear signals, owners, plays, and KPIs.

FAQs: Coordinating New Logo & Expansion

Concise answers designed for AEO and rich results.

Should we use separate ICPs?
Use one ICP to govern fit. Tailor triggers and narratives by motion (intent-driven for land; value/usage-driven for expand).
How do we avoid channel collisions?
Centralize segments; enforce mutual exclusions and suppression flags for risk, renewals, or in-flight deals; review a unified ABX calendar weekly.
Who decides motion ownership?
Define rules in RevOps: Market intent → AE, Product value/usage → CSM/AE (joint). Document SLAs and handoffs in your playbooks.
What does the shared scorecard include?
Coverage, conversion, cycle time, ASP, GRR/NRR, multi-thread rate, and fatigue metrics across Net New & Customer pipelines.
When should we pause one motion?
Pause prospecting to related entities during customer incidents or escalations; resume after stability and executive re-alignment.

Build a Single ABX Engine

We’ll unify your ICP, audiences, and plays—so your team lands the right logos and expands existing ones without conflict.

Unify Your Motions Explore Essential Tools
Explore More
Revenue Marketing Transformation (RM6™) Customer Journey: The Loop™ How Do You Measure Revenue Marketing ROI? Essential Tools for Revenue Marketing

Get in touch with a revenue marketing expert.

Contact us or schedule time with a consultant to explore partnering with The Pedowitz Group.

Send Us an Email

Schedule a Call

The Pedowitz Group
Linkedin Youtube
  • Solutions

  • Marketing Consulting
  • Technology Consulting
  • Creative Services
  • Marketing as a Service
  • Resources

  • Revenue Marketing Assessment
  • Marketing Technology Benchmark
  • The Big Squeeze eBook
  • CMO Insights
  • Blog
  • About TPG

  • Contact Us
  • Terms
  • Privacy Policy
  • Education Terms
  • Do Not Sell My Info
  • Code of Conduct
  • MSA
© 2025. The Pedowitz Group LLC., all rights reserved.
Revenue Marketer® is a registered trademark of The Pedowitz Group.