Expansion Revenue

Expansion revenue is additional revenue generated from existing customers — through upsells, cross-sells, seat additions, or usage growth — without acquiring any new customers.

Expansion revenue is the main driver behind Net Revenue Retention figures above 100%, and it's one of the clearest signs of genuine product value: customers are voluntarily paying more over time because they're getting more out of the product, not because of new marketing spend. It's generally the highest-margin, most efficient growth a subscription business can generate.