Expansion revenue
Expansion revenue is additional recurring revenue from existing customers, through upsell, cross-sell or added seats and usage.
In practice
Expansion is what lifts NRR above 100%, and it comes from customers who already know the product. It also needs a clear owner, since Account Management, Customer Success and Sales can all claim it.
Track expansion as recurring revenue added to existing accounts in the period, split by type (upsell, cross-sell, seats or usage). Agree who owns each type, where the opportunity is logged in the CRM, and which signals, such as usage near plan limits, trigger an expansion conversation.