At Teamwork in 2022, we had a powerful suite of products, but most customers only used what they tried during onboarding. They weren’t exploring new tools or seeing the full value of the platform.
Our challenge was to make product discovery effortless. We removed every barrier that required a sales touch: customers could trial new products directly from their dashboard. Using Pendo.io, we launched in-app messaging and contextual prompts. Every QBR became a chance to share new releases and upcoming roadmap items.
We backed it with smart email campaigns and aligned internal teams on timing and messaging. The focus wasn’t to “sell” new features. It was to help customers uncover value they already had access to.
Within months, product adoption jumped 25%. Customers engaged more deeply, renewal risk dropped, and our team began driving real account expansion without formal upsells.
Expansion isn’t about pitching new products, it’s about guiding discovery. When customers understand what’s available and how it connects to their goals, expansion happens naturally.
Robert Statsky 