Your customer base holds the biggest revenue potential—but only if you spot the right moments to expand. With the Lusha API, you can monitor funding, hiring, and growth signals in real time, enrich buying committees, and trigger upsell plays before competitors get a chance.
Landing a new customer is just the beginning. The real revenue potential comes from expanding within your base—upsells, cross-sells, and multi-site growth. But most account teams rely on intuition, waiting for customers to raise their hands. With the Lusha API, you can proactively monitor your customer base for signals like new funding, hiring surges, or technology shifts. These insights reveal when accounts are primed to buy more, so you can engage before the competition.
What expansion signals means
- Growth creates demand. When customers hire, open new offices, or raise funding, they’re ready for more tools.
- Upsells increase efficiency. Expanding within existing accounts is cheaper than net-new acquisition.
- Defensibility improves. Being proactive strengthens your role as a strategic partner, not just a vendor.
How the workflow works
Workflow:
Define customer base → pull existing accounts from CRM.
Monitor signals with the Lusha API:
- Funding announcements
- Hiring surges for ICP roles
- Technology additions/removals
- Company growth indicators
Enrich buying committee with updated contacts (new decision-makers, influencers).
Auto-create opportunities/tasks in CRM for AM/CSMs.
Launch targeted upsell outreach with messaging tied to the detected signal.
Result: Expansion plays triggered at the exact moment customers are most likely to invest.
Example automation (HubSpot + Lusha + Outreach)
Trigger: Funding signal detected for an existing customer
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Action: Lusha API enriches additional decision-makers at account
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Action: Create “Expansion Opportunity” in HubSpot
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Action: Notify AM in Slack with context + contacts
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Action: Enroll decision-makers into Outreach sequence with tailored upsell messaging
KPIs to track
- # of expansion opportunities created per quarter
- Pipeline generated from signal-based upsells
- Expansion win rate vs. reactive upsells
- Time-to-outreach after signal detection
Best practices for customer expansion
- Segment your customer base. Not all accounts merit upsell monitoring—focus on high-potential ones.
- Tie outreach to the signal. Congratulate on funding, reference hiring growth, or position around tech changes.
- Engage multiple stakeholders. Upsells often need approval from new decision-makers.
- Track competitive signals too. Expansion plays are stronger when paired with competitor defense.
Additional resources:
FAQs
Lusha tracks verified public signals like funding announcements, job postings, and technographic shifts.
Use CRM filters (ARR, region, industry) to focus on accounts where upsell ROI is highest.
Expansion signals highlight growth opportunities (funding, hiring). Retention signals flag churn risks (competitor interest, usage drop).
Ideally within 48 hours—momentum fades quickly after major events.
