# Workflow-First Land and Expand ## Start with one workflow. Prove the value. Expand. The sales motion has five steps: map a workflow, connect the systems, deploy an agent with human controls, measure the result, expand to the next workflow. The vendor claims that the second workflow costs less and takes less time than the first. > [!tip] The compounding claim > The first workflow pays for the connectors and the policy set. Later workflows re-use both. Cost per workflow falls with each deployment. ## What must be true - Connectors and policies are truly re-usable between workflows. - The customer accepts a small first deal. - The measured result is clear to the buyer. ## Why it matters A small first deal lowers buyer risk but also lowers the first revenue. The unit of analysis is the expansion curve. Ask for revenue by cohort and by workflow count per customer. ## Related - [[AI Deployment Layer MOC]] - [[Land-and-Expand in Enterprise AI]] - [[Consultancy-to-Platform Transition]] - [[Value Measurement and Pricing]]