Customer Success Expansion Metrics Efficiency

Upsell Rate

Upsell Rate: The percentage of customers eligible for an upgrade at period start who upgraded in the period.

Formula

Upsell Rate = Customers who upgraded / Customers eligible for upgrade × 100

Computable definition

The canonical formula in the GASP formula grammar. The MCP server compiles it to SQL over the datasets listed below.

count_distinct(field.customer_id where field.amendment_type = 'upgrade') / count_distinct(field.customer_id where field.upgrade_eligible = true) at period_start

Unit: percent (the formula yields an unscaled ratio)

Data requirements

Grain: Per event, aggregate monthly · Frequency: Monthly · Aggregation: aggregate (month) · Staged: no · Main source: Billing.

Field	Dataset	Type
`amendment_type`	amendment_event	string
`customer_id`	amendment_event	string
`customer_id`	customer	string
`event_date`	amendment_event	date
`snapshot_date`	customer	date
`upgrade_eligible`	customer	boolean

Example SQL (Postgres)

SELECT (CAST((SELECT COUNT(DISTINCT customer_id) FROM amendment_event WHERE event_date >= :period_start AND event_date <= :period_end AND amendment_type = 'upgrade') AS DOUBLE PRECISION) / NULLIF((SELECT COUNT(DISTINCT customer_id) FROM customer WHERE snapshot_date = :period_start AND upgrade_eligible = TRUE), 0)) AS upsell_rate

From an agent: with the GASP MCP server, call lookup_metric({ "name": "Upsell Rate" }) or generate_query({ "metric": "Upsell Rate", "adapter": "<your adapter JSON>" }).

What It Tells You

How well you turn upgrade headroom into upgrades.

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