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:

1. An individual user signs up for a free trial
2. Then converts to a paid user
3. Then you get as many other users in that company as you can
4. Finally, you convince key decision makers to adopt your product across the organization