Section 11 · Pricing, Proposals & Closing
11.4Cross-sell detection
Designed for Phase 2- No.
- 11.4
- DMA's reference
- Decision Book p.24
- Phase
- Phase 2
- Autonomy
- L2 · Prepare, then wait for approval
- DMA's decision
- Yes
◆ Amended in v3 of the book.
What DMA asked for · Decision Book p.24
Spot extra services that really fit, instead of waiting for a rep to notice.
Why it matters to DMA: It raises the average deal size with little extra effort. DMA's book folds it into one revenue-expansion capability with upsell and renewals.
In our words, from DMA's Product Decision Book v3, page 24.
How we do it
- DMA's book schedules this for Phase 2. The signal already exists: every account and chat records which of DMA's services fit what the prospect described (SEO, local, paid ads, reputation and more).
- Designed flow: for current clients, compare the services they buy with the ones that fit; a strong gap becomes a suggested next action for the account manager, with the evidence, in the same revenue-expansion view as upsell and renewals.
Already in place
- Service fit recorded per account and per chat ("fits several services" in the score).
- The AI Service Lanes field written to Nutshell through the write gate.
What the later phase adds
- A gap check for current clients (bought vs fits).
- One revenue-expansion view with upsell and renewal signals.
The flow
It plays on its own while it's on screen; hover or use the controls to pause or step through.
What fits
Local search, reputation and paid ads fit this client.
- Stored data
- Nutshell
- Rule in code
- Screen
Where the data goes
The same six stages on every page. Nothing reaches Nutshell except through the write gate.
- 1Nutshell and chats
Source
What's bought and what fits.
- 2Sync
Copies Nutshell changes into the bridge database
Mirrors products on deals.
- 3Bridge database
A copy of the CRM data, plus what the AI works out
Service fit per account.
- 4AI
Claude models, only through DMA's own gateway
Records fit from what was said.
- 5Write gate
The only way back into Nutshell: checked, approved when needed, sent once
Writes the AI Service Lanes field.
- 6Nutshell
The system of record
The account manager sees the suggestion.
The tables behind it
Drawn from the POC's database catalogue: structure only, no data.
PK primary keyFK reference the database enforces (solid line)ID reference kept by id (dashed line)
| Table | What it holds | Columns |
|---|---|---|
| ai.account_twin | Each account's picture, including the services that fit. | 16 |
How the tables connect (1)
| Column | Points to | Kept by |
|---|---|---|
| ai.account_twin.prompt_id | agent.prompts | The application (by id) |
Worked example
Synthetic demo data: every name, business and number is made up.
Designed behaviour for a synthetic current client.
Fits vs bought
| Service | Fits | Bought |
|---|---|---|
| Local search | Yes | Yes |
| Reputation | Yes ("reviews are hurting us") | No: suggest |
| Paid ads | Maybe | No |
In the running POC
There is no screen for this one yet: it is designed for Phase 2, as DMA's book decides. The parts listed under “Already in place” run in the POC today.
Status
Designed for Phase 2. DMA's book schedules this for Phase 2. The design is ready and builds on parts that already run in the POC.