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 across the organization. But, while that is happening, work on developing strategic relationships with high-level decision makers in the organization.
Land and expand is about transforming your product from a tool that some employees use, to a solution that the organization has adopted.
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