What unique strategies or processes have you put in place for selling and upselling into the installed base

What unique strategies or processes have you put in place for selling and upselling into the installed base? If you were to take over a $1B / year installed base with zero upsell penetration, what processes and teams would you put in place to drive 20-30% organic growth through upselling? 

Describe in detail the 3 main tactics to achieve renewals and increase the install base including your personal actions, processes, and team coaching activities. Clarify whatever assumptions you need to make, whilst specifically outlining your point of view.