# Expansion Stage — Elaboration

## Criteria Guidance

### Good criteria — concrete and verifiable

- "Opportunity brief identifies at least 2 expansion opportunities with quantified revenue impact and customer value justification"
- "Each opportunity maps to a specific customer pain point or strategic initiative with supporting evidence from usage data"
- "Expansion proposal includes a phased rollout plan with success metrics tied to customer business outcomes"

### Bad criteria — vague (no clear check)

- "Upsell opportunities identified"
- "Growth plan exists"
- "Customer could buy more"

