Expansion Opportunity Discovery Call

What it tests

Ability to uncover expansion opportunities through discovery, not pitching — and to build a land-and-expand narrative

Format

1. 1Candidate receives a brief: 12-month customer, healthy usage, 2 teams using the product, 4 more teams in the company not yet using it
2. 2Live role-play (25 minutes): candidate runs a discovery call with the 'customer champion' (interviewer) to uncover expansion potential across the broader org
3. 3They must avoid pitching features — the goal is to understand business problems in the unexpanded teams
4. 4Debrief (20 minutes): candidate maps out the expansion thesis and outlines a 60-day plan to land the other 4 teams

What to look for

• Do they ask genuine discovery questions, or subtly pitch under the guise of 'understanding'?
• Can they connect the champion's answers to a clear expansion narrative for the economic buyer?
• Is their 60-day plan realistic — does it involve internal advocates, or just emails to strangers?
• Do they know when to bring in an AE, and when to own the expansion themselves?

Adaptation guide

Use your actual expansion motion (new seats, new departments, new product lines). For usage-based pricing models, replace the team-expansion brief with a usage threshold expansion brief.

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