How to Execute a SaaS Land and Expand Strategy - Deepstash
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, additio...

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How to Execute a SaaS Land and Expand Strategy

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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 orga...

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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 bo...

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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 str...

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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:

  • ...

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