If you work in SaaS sales, customer success, or account management, you know the drill: your boss wants more revenue from existing customers, and you’re supposed to “find upsell opportunities.” Most platforms promise they’ll surface gold mines. Most fall flat. Here’s a direct, no-fluff guide to actually using Glyphic to spot upsell chances in accounts you already have—what works, what’s just noise, and how to get practical.
Who This Guide Is For
- Sales reps and CSMs tired of digging through spreadsheets
- RevOps folks asked to “do more with less”
- Managers who want real signals, not vanity metrics
If you want something that’s plug-and-play, sorry—you’ll need to roll up your sleeves a bit. But Glyphic can help, if you use it right.
Step 1: Get Your Data (and Expectations) Straight
Before you even open Glyphic, ask yourself: what does an upsell look like for your business? Not every account can or should expand. Save yourself some grief by defining:
- Which products or features are upsell candidates? Not everything you offer fits every customer.
- What does a healthy customer look like? Do they log in daily? Are they using key features? Or do they just pay on time?
- Who owns upsell conversations? Sales? CS? Both? If this isn’t clear, you’ll chase your tail.
Reality check: If your CRM and product data are a mess, Glyphic won’t magically fix that. Garbage in, garbage out.
Pro tip: Start with a segment you know well—maybe mid-sized accounts in a specific industry—and get your basics clean before you scale across the board.
Step 2: Connect Glyphic to Your Data Sources
Glyphic is only as good as the data you feed it. Here’s what you’ll actually need:
- CRM data (like Salesforce, HubSpot): Deals, contacts, account history.
- Product usage data: Logins, feature adoption, license counts.
- Billing/subscription info: Plan types, renewal dates, payment history.
Don’t bother integrating everything on day one. Start with the sources that actually track expansion potential—usually product usage and current plan.
What to ignore: Email engagement, webinar attendance, and most “sentiment” scores. They rarely correlate with actual upsell success.
Step 3: Use Glyphic’s Segmentation and Filters to Find Real Opportunities
Here’s where Glyphic starts to pay off. The platform lets you build custom segments and filter by just about any metric. Don’t get lost in the weeds—focus on signals that matter:
Useful filters:
- High usage, near plan limits: Customers bumping into user/seat/feature limits are the classic upsell target.
- Feature adoption gaps: Accounts using Feature A but not Feature B (which is paid). If they’re getting value from A, there’s a warm intro to B.
- Renewal coming up + strong usage: Happy customers at renewal are your lowest-risk expansion targets.
- Multi-team or multi-department accounts: If usage is spreading, someone might pay for more seats or add-ons.
What doesn’t work: Chasing accounts with low usage and hoping to “revive” them with an upsell. Focus on those getting value and ready to grow.
Step 4: Score and Prioritize (Without Over-Engineering)
Glyphic offers scoring rules, but don’t get sucked into a months-long modeling project. Simple beats perfect. Here’s how to keep it real:
- Assign points for meaningful actions: E.g., “+2 if usage > 80% of seat limit,” “+1 if renewal < 90 days out.”
- Ignore vanity metrics: Like number of support tickets, unless your upsell is more support.
- Set thresholds: If an account scores above X, it’s worth a look. If not, move on.
Pro tip: Review your scoring results with a couple of frontline reps. If they’re rolling their eyes, your model needs work.
Step 5: Make the Opportunity Visible (and Actionable)
It’s not enough to find upsell signals—you have to get them in front of the right people, fast. Here’s what actually helps:
- Push lists to your CRM: Glyphic can sync segments to Salesforce or HubSpot. Make sure reps see them where they work.
- Set up Slack alerts: For big accounts hitting usage limits, send a ping to the account owner.
- Weekly review meetings: Don’t overdo the meetings, but a quick look at the top 10 upsell candidates keeps things moving.
What to ignore: Fancy dashboards that nobody checks. If it’s not in the rep’s workflow, it won’t get actioned.
Step 6: Track What Works (and Stop Doing What Doesn’t)
Don’t assume your first approach is the best. Glyphic can show you which upsell “plays” actually get results—but only if you look.
- Tag your outreach: Mark which accounts you pitched an upsell, and track outcomes.
- Look for patterns: Are certain features or segments converting more? Shift focus there.
- Drop what’s not working: If a segment never converts, stop wasting time on it.
Reality check: Upsell is a numbers game, but it’s not magic. Even with perfect signals, not every customer will expand.
A Few Honest Takes on Glyphic (and Upsell “AI” in General)
Let’s cut through the hype:
- Glyphic’s segmentation and filtering are genuinely useful if your data’s decent. But it won’t “discover” upsells you couldn’t find with a spreadsheet and some elbow grease.
- AI recommendations? Sometimes helpful, sometimes generic. Gut-check every suggestion before you act.
- Biggest win: Glyphic saves time by automating the busywork. That’s where the value is—not in some miracle algorithm.
What to ignore: Any feature that promises “automatic expansion pipeline growth.” If it sounds too easy, it probably is.
Keep It Simple and Iterate
Identifying upsell opportunities isn’t rocket science, but it does take discipline. Glyphic can help you spot patterns and automate the grunt work. The trick is to set up a simple, honest process, stick with it for a few cycles, and adjust as you learn. Don’t get dazzled by dashboards or overthink your scoring. Start with what’s obvious, act fast, and let real results steer your next move.