Expansion & revenue
Cross-sell
Selling a complementary product or module to an existing customer.
Definition
Cross-sell consists of selling an existing customer a product or module complementary to what they already use. Unlike upsell (same product, higher tier), it widens the functional scope of the relationship.
Why it matters
Cross-sell anchors the customer more deeply and increases their lifetime value. It relies on a good reading of needs, shared between Customer Success Manager and Account Manager.
How Phano helps you
Phano surfaces accounts whose usage reveals an adjacent need, a signal of cross-sell opportunity.
[Phano] €85,000 ARR, critical · Health 34/100 ●
June 1, 2026
→ Escalate to the sponsor
- • Silent for 28 days on email
- • Renewal in 22 days, quote not opened
- • No meeting scheduled in 6 weeks
+ custom fields: phano_phase, phano_confidence, phano_health_score…
History on this account
[Phano] €85,000 ARR, high · Health 47/100 ●
May 25 · → Schedule a sponsor touchpoint
[Phano] €85,000 ARR, medium · Health 58/100 ●
May 18 · → Monitor decision-maker engagement
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Frequently asked questions
What is Cross-sell?
Cross-sell consists of selling an existing customer a product or module complementary to what they already use. Unlike upsell (same product, higher tier), it widens the functional scope of the relationship.
Why does Cross-sell matter?
Cross-sell anchors the customer more deeply and increases their lifetime value. It relies on a good reading of needs, shared between Customer Success Manager and Account Manager.
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