Upsell & Cross-sell Revenue
Revenue generated from existing customers through upsells or cross-sells
What is Upsell & Cross-sell Revenue?
Upsell and cross-sell revenue is the total value of deals selling more, or different, products to existing customers in a period. It shows how much revenue comes from growing existing accounts.
Selling to existing customers usually costs less than winning new ones, so it is a valuable growth source.
How this KPI is measured
- Function
- Sales
- Sub-function
- Revenue Management
- Industry
- All Industries
- Type
- Lagging
- Impact
- Revenue
- Unit
- $
- Measurement frequency
- Monthly / Quarterly
- Formula
- Sum of upsell and cross-sell deal values in period
How to calculate it
Add up the values of upsell and cross-sell deals in the period.
For example, if existing customers bought upgrades and extra products worth 600,000, the figure is 600,000.
Define upsell as more of, or a higher tier of, what customers already have, and cross-sell as a different product. Report as a share of total revenue as well.
Where it is used
Measuring account growth
See how much comes from existing customers.
Planning account management
Set expansion goals.
Comparing growth sources
Weigh against new business.
How to improve it
Tips and common mistakes
- Push only what customers need.
- Watch effect on satisfaction.
- Track by account.
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