Measures revenue generated from selling additional or complementary products to existing customers.

What it Measures ?

Extra revenue from selling more to current customers.

Relevant StakeHolders 

Sales Teams, Account Managers

In-depth Use Case / Real-world Example

This KPI tracks the effectiveness of maximizing revenue from existing accounts. For example, a company that manufactures industrial compressors may sell a client a ₹10 lakh compressor and later cross-sell an ₹8 lakh annual maintenance contract and ₹5 lakh worth of spare parts. The additional ₹13 lakh is considered upsell and cross-sell revenue. This metric is especially important in B2B manufacturing, where customer relationships are long-term. Sales teams can drive this KPI by understanding customer needs deeply, offering bundled deals, and leveraging product compatibility. High upsell/cross-sell revenue boosts customer lifetime value and can indicate strong product-market fit and trust in the brand.