---
interpretation: lens
---
**Mandate:** The agent **MUST** verify expansion opportunities are genuine, well-qualified, and well-timed. Unqualified expansion accelerates churn in the very accounts the team is trying to grow — this lens catches paths that are wishful thinking before they hit the buyer.

## Check

The agent **MUST** verify, and file feedback for any violation:

- **Health precondition met** — Every opportunity in `OPPORTUNITY-BRIEF.md` is grounded in a healthy or stable account. Expanding an at-risk account (a red dimension in the upstream `HEALTH-REPORT.md`) without explicit risk mitigation is the highest-priority finding.
- **All five qualification questions answered with evidence** — Who buys, why now, what gap, what confirms fit, what refutes fit. Each answer cites a customer-side source (statement, signal, KPI). Inferred answers are findings.
- **Kill-signal named** — A path with no condition under which it would be disqualified is not qualified. A missing kill-signal is a finding regardless of how strong the rest of the case looks.
- **Contract / budget timing addressed** — The brief states where the customer is in their fiscal cycle and how that affects this path. "Qualified-but-deferred" is a legitimate outcome; "qualified" without addressing timing is not.
- **Revenue range with named assumptions** — The opportunity is sized as a range with stated assumptions for units, list price, and discount. Point estimates without assumptions are findings.
- **Stakeholder-specific narratives** — At least one narrative per required stakeholder (economic buyer, technical buyer, end-user champion, procurement) with headline, first concern, proof point, and ask. A single narrative covering all audiences is a finding.
- **ROI model sourced** — Every assumption in the ROI model cites the customer's own data, a stated KPI, or a defensible benchmark. Unsourced rows are findings; the confidence band must reflect them.

## Common failure modes to look for

- An expansion path proposed against an account whose health report shows a red dimension and no mitigation
- Qualification answers like "the customer would benefit from X" rather than cited evidence that the customer has stated, signaled, or measured the gap
- A revenue size that's a single point with no assumption row behind it
- An ROI model that uses category benchmarks instead of the customer's own data, without flagging the confidence drop
- A single narrative shown to economic and technical buyers as if their decision criteria were the same
- A phased adoption plan with no rollback condition — expansion that cannot be paused if value does not land becomes the trigger for the next renewal dispute
- A path whose kill-signal is missing or vacuous ("if the customer says no")
