The Math Behind Deal Health & Risk for Upsell/Cross-Sell Plays

This article explores the key quantitative metrics and predictive models that define deal health and risk in the context of upsell and cross-sell strategies for enterprise B2B SaaS companies. It covers how to measure account engagement, product adoption, customer sentiment, and churn risk, and explains how modern analytics and AI are transforming expansion forecasting. Best practices, pitfalls, and case studies are included to help sales leaders operationalize data-driven expansion. A must-read for RevOps, sales, and customer success teams seeking to maximize revenue growth.