Uncovering the Expansion Pipeline You Already Own

The signals that predict expansion readiness — product usage, champion movement, team growth — already exist inside your customer base. The problem is they live outside the tools most sales teams use, owned by a function that isn’t running a pipeline motion.

In this session, Matt Middleton, RVP, Account Management at Gainsight, walks through how high-performing revenue teams are closing that gap: building the cross-functional visibility and shared operating model that turns existing accounts into a proactive expansion pipeline — not a CS initiative handed upward, but a revenue motion built with CS as a true partner.