How to Execute a SaaS Land and Expand Strategy - Deepstash

Bite‑sized knowledge

to upgrade

your career

Ideas from books, articles & podcasts.

published 5 ideas

How to Execute a SaaS Land and Expand Strategy

saasx.com

Land and Expand

In sales, “Land and Expand” is a strategy to land a customer with a small deal, and then sell into the organization to expand your footprint to more seats, additional departments or more products and services.

Land and expand plays out like this in a SaaS:

3

STASHED IN:

16

Bottom-up growth is not enough

If you have a great product, it will grow organically inside the company. User #1 will tell a colleague, then they will invite more colleagues, and soon your product will spread throughout the organization.

It’s great to have this network effect inside an organization, but organic u...

1

STASHED IN:

13

Bottom-up growth + Top-down sales

Many SaaS companies leave money on the table by relying on organic growth and failing to develop a relationship between the organization and the product.

The best way to complement bottom-up growth is to have a top-down account sales strategy. Let users spread your solution...

2

STASHED IN:

13

The land and expand process

  1. Monitor new sign-ups to catch ideal customers early
  2. As soon as you have one, start researching their company: potential stakeholders, organization structure etc. Focus on understanding the potential use cases and business impact of your product.
  3. ...

STASHED IN:

14

Land and Expand KPIs

Land and expand is a long-term strategy that requires patience and resources. As such, you should assign it KPIs so you can track and monitor its impact.

KPIs can include:

  • MRR (Monthly Recurring Revenue)
  • ARPU (Avg Revenue Per Unit) from k...

2

STASHED IN:

14

0 Comments

Discover and save more ideas by creating a

FREE

Deepstash account.

Develop a

reading habit

, save

time

and create an amazing

knowledge library

.

GET THE APP: