Use Case

Your best prospects may already be your customers.

Existing customers are the most under-used source of new revenue in most B2B businesses — the relationship already exists, but there is rarely a structured way of knowing which customers fit which other products or services.

Growth Assist combines the fact of the existing relationship with evidenced product or service fit and current signals, so cross-sell outreach is targeted rather than a blanket email to the whole customer base.

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The problem

What usually gets in the way.

Cross-sell is often treated as a marketing campaign rather than a sales intelligence exercise: an email blast to the entire customer list announcing a new service, sent without any sense of which customers are actually a good fit for it.

This approach gets low response rates and can even damage the relationship, because customers who clearly aren't a fit are being pitched something irrelevant. Meanwhile, customers with a genuinely strong fit for the additional product or service — evidenced by their size, structure or recent activity — get no more attention than anyone else.

Growth Assist applies the same evidence-based approach to the existing customer base as it does to net-new prospecting: identifying which customers fit, why, and what current evidence supports the timing.

Cross-sell handled as a blanket campaign rather than a targeted exercise
No structured view of which customers fit which additional products
Existing relationship data isn't combined with fresh evidence
Genuine cross-sell fit goes unnoticed among the wider customer base
Poorly targeted cross-sell pitches risk the existing relationship

What we look for

The characteristics that matter here.

Customers whose size or structure fits another product or service
Recent growth or change indicating a new need
Sites or departments not currently covered by the existing relationship
Recruitment or expansion suggesting a broader requirement
Contract or renewal timing that opens a natural conversation point
Prior enquiries about other products that weren't followed up

Relevant evidence

What we check, and where it comes from.

Verified evidence is supported by an identifiable source. Anything beyond that is recorded as inference — a hypothesis, clearly labelled as one.

Existing relationship data

Current products or services in place
Account history and relationship length
Existing contact and stakeholder relationships
Contract or renewal timing on current arrangements

Fit for additional product or service

Company size and structure relative to typical buyer profile
Additional sites or departments not currently served
Sector-typical need for the additional offering
Previous enquiries about other products or services

Current evidence

Recent growth or expansion
Recruitment activity indicating a new requirement
Leadership change opening a fresh conversation
External changes relevant to the additional offering

How we approach it

The work we do on your behalf.

Map the existing customer base

We work from your customer list and current product or service holding per account.

Define fit for the additional offering

We agree with you what a good-fit customer looks like for the product or service being cross-sold.

Check each account against fit and evidence

Customers are assessed for structural fit and checked for current evidence that a conversation is timely.

Apply the cross-sell equation

CUSTOMER + EXISTING RELATIONSHIP + PRODUCT/SERVICE FIT + CURRENT EVIDENCE = CROSS-SELL OPPORTUNITY, ranking accounts accordingly.

Deliver account-specific briefs

Each prioritised customer is delivered with a brief explaining the fit and the evidence, through the Sales Intelligence Workspace.

Illustrative example

How this looks in practice.

The following is an illustrative, fictional example, not a real client account.

A precision components manufacturer is an existing managed IT services customer at its original site. It takes on a second facility under a long lease and appoints a new Operations Director from a larger group, with several operational roles advertised shortly after.

The existing relationship provides trust and access; the new site provides a structural fit for extending the service; and the recruitment and leadership activity provide current evidence that support arrangements for the new facility are being considered now, making this a stronger cross-sell opportunity than simply offering the same expansion to every existing customer.

Examples shown are illustrative and use fictional companies and information to demonstrate how Growth Assist Sales Intelligence works.

Sales Intelligence Brief

Illustrative example

EX-0412 · Managed IT

Company: Alderwick Components Group
Precision components · 140 employees · fictional example
Why this company matters: Multi-site manufacturer in the size band where this provider's win rate is strongest, currently running IT support in-house with a single technical hire.
What changed: Second facility taken on a long lease earlier in the year
New Operations Director appointed from a larger group
Four maintenance and production roles advertised in six weeks
Asset finance facility registered against new plant
Why now: Expansion plus a new operational leader usually creates a review of support arrangements within two quarters. The window is open now rather than at renewal.
Who to contact: Sarah Mitchell, Operations Director — owns site readiness and supplier arrangements during expansion (fictional stakeholder).
Recommended action: Begin a conversation with the Operations Director about supporting the second site before it goes live.
Confidence: High — four independent signals, each traceable to a primary source.

What sales receives

Delivered ready to act on.

Prioritised cross-sell list

Existing customers ranked by fit for the additional product or service and supporting current evidence.

Fit rationale per account

A clear explanation of why the account fits the additional offering structurally, not just because they're an existing customer.

Current evidence brief

What has changed recently at the account that makes this a timely conversation.

Relationship context

A summary of the existing relationship and stakeholders, so the approach builds on what's already there.

Everything identified is delivered into the Sales Intelligence Workspace, and where useful into your CRM. The workspace is how the service is delivered — the intelligence work itself is done by us.

How it works

Evidence first. AI second. Sales intelligence third.

Learn

What you sell, who buys, and what makes an opportunity valuable.

Define

The ICP and the buying triggers that matter in your market.

Research

Continuous monitoring, then analyst research on each candidate.

Validate

Evidence traced to a source; inference labelled as inference.

Prioritise

Fit plus evidence plus timing decides where attention goes.

Deliver

A briefed opportunity in the Sales Intelligence Workspace.

See the full methodology

FAQ

Common questions.

Is this just about emailing our customer list about a new product?

No. It's about identifying which specific customers structurally fit the additional product or service and have current evidence supporting the timing, rather than contacting the whole base indiscriminately.

Do you need access to our full account history?

Relevant account information — current products in place, relationship length, key contacts — helps, but isn't required to assess structural fit and current evidence.

Can this work for a brand-new product line with no track record?

Yes. We define fit criteria for the new offering with you, then assess existing customers against it in the same way we would for any product.

How is this different from net-new prospecting?

The company already exists in your customer base, so there's an existing relationship to build on. The fit and evidence assessment works the same way, but the starting point is trust rather than a cold approach.

Will you flag customers who probably won't want the additional offering?

No — the list is built to surface good-fit, evidenced opportunities. Customers with no structural fit simply aren't included.

Where to go next.

The service

B2B Sales Intelligence as a Service
How the managed service works, end to end.
How It Works
The methodology behind every opportunity we deliver.

Industries

Managed Print
B2B Sales Intelligence as a Service for managed print providers — prioritised opportunities built on contract renewal indicators, office moves and growth signals, not another sales tool.
Managed IT Services
B2B Sales Intelligence as a Service for managed IT providers — prioritised opportunities built on leadership change, growth and renewal indicators, delivered through the Sales Intelligence Workspace.
Commercial Solar
B2B Sales Intelligence as a Service for commercial solar providers — prioritised opportunities built on property, planning and business evidence, never on assumed energy usage.

Insights

What Is B2B Sales Intelligence?
B2B sales intelligence is the researched, evidenced answer to who is genuinely worth calling this week, not a bigger list of who could theoretically buy.
Sales Intelligence Service vs Software: What's the Difference?
Software gives a team the tools to do the research themselves; a managed service does the research for them — the right choice depends on internal capacity, not just budget.

Request a Pipeline Intelligence Audit

The audit reviews your current pipeline, the opportunities being missed, and what a continuous sales intelligence process would surface in your market.

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