The expansion

Whether customers from this route grow.

The part

What it is

Indirect routes frequently deliver customers who never expand, because nobody has a relationship with them afterwards.

This is a substantial hidden cost of routes that keep the customer relationship.

The smallest level

The attributes it carries

Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.

Expansion rate
How much spend grows over the relationship.
Percentage shared type
Relationship held by
Whether you or the route owns the ongoing relationship.
Choice shared type
Against direct
How it compares with directly acquired customers.
Measure shared type