Expansion Revenue
New revenue from upsells and cross-sells to existing customers
FORMULA
Expansion Revenue = Upsell Revenue + Cross-sell Revenue + Seat/License Add-ons
Alternate Calculations
From MRR Change
Expansion MRR (component of net new MRR calculation)What is Expansion Revenue?
Expansion Revenue measures the revenue growth from existing customers through upgrades, upsells, cross-sells, or adding seats/licenses. This revenue is highly valuable because it's generated from already-acquired customers with lower acquisition friction.
Tracking expansion revenue separately helps teams understand revenue growth drivers. High expansion rates indicate strong product value and good customer success practices.
Chart
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Sample Data
| month | upsell | crossSell | addons | total |
|---|---|---|---|---|
| Jan | 8,000 | 3,000 | 2,000 | 13,000 |
| Feb | 9,200 | 3,500 | 2,300 | 15,000 |
| Mar | 10,800 | 4,200 | 2,800 | 17,800 |
| Apr | 12,100 | 4,900 | 3,200 | 20,200 |
| May | 13,500 | 5,600 | 3,700 | 22,800 |
| Jun | 15,200 | 6,300 | 4,200 | 25,700 |
Required Data Columns
Upsell RevenueCross-sell RevenueAdd-on Revenue