# Expansion revenue

> Canonical page: https://wayhatch.com/glossary/expansion/
> Evidence label: Research evaluated. Definitions: https://wayhatch.com/about/evidence-labels/
> Updated: 26 October 2026 (2026-10-26). Publisher: wayhatch, wayhatchai@gmail.com

Expansion revenue is additional recurring revenue from existing customers, through upsell, cross-sell or added seats and usage.

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.

Related terms: [Net revenue retention (NRR)](https://wayhatch.com/glossary/net-revenue-retention/), [Customer health score](https://wayhatch.com/glossary/customer-health-score/), [Renewal risk](https://wayhatch.com/glossary/renewal-risk/)