Data for the EBR/JBR
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Zengain superpowers the sales team with real visual data and suggested actions and options to the standard meeting cadence, you can now add value to the customer rather than try to upsell them. Any sale will be based on compelling evidence you can share with the customer.
Goal
Close more upsells, have a happier customer
Details
Attending JBRs with some real action points and evidence regarding account engagement and usage will improve customer satisfaction and drive more opportunities.
Outcome
Better JBRs and greater chances of an upsell.
Bringing real, actionable engagement and usage data to a JBR or EBR is one of the most effective ways to identify and secure upsell opportunities. When you present clear, visual, and easy-to-understand metrics-such as user adoption rates, feature utilization, and consumption trends-you provide your customer with a transparent view of how they’re leveraging your solution and the value they’re receiving.
Visual data makes it simple for executives and stakeholders to quickly understand where their teams are excelling and where there may be gaps or untapped potential. This insight opens the door for strategic conversations around expanding usage, unlocking new features, or increasing capacity to better support their business goals.
If your data shows that the customer is already exceeding their current entitlements-using more seats, features, or consumption than their contract allows-you have a strong, data-driven foundation for an upsell discussion. This overuse demonstrates that the customer is deriving significant value from your solution and has an immediate need for expanded access. Presenting this information during a JBR or EBR not only highlights their success but also creates a natural, contractual pathway to convert the overuse into a formal upsell.
In summary:
Bringing actionable, visual usage data to JBRs/EBRs helps customers see their success and identify new opportunities.
Highlighting overuse during these reviews provides a compelling, contract-backed reason to expand the partnership.
Use these insights in your business reviews to drive meaningful upsell conversations and strengthen customer relationships.
