Learn more about marketingandsales with this collection
How to analyze churn data and make data-driven decisions
The importance of customer feedback
How to improve customer experience
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.
18
58 reads
MORE IDEAS ON THIS
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...
17
81 reads
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...
19
73 reads
The land and expand process
- Monitor new sign-ups to catch ideal customers early
- 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. ...
18
52 reads
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:
20
182 reads
CURATED FROM
IDEAS CURATED BY
Related collections
Other curated ideas on this topic:
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:
Top-down and bottom-up learning
Top-down learning is understanding the big picture. It allows you to put the main ideas into a big-picture map to understand how the information fits together.
Bottom-up learning, called "chunking" describes pieces of information that are linked together through meaning or use. Much of lear...
Read & Learn
20x Faster
without
deepstash
with
deepstash
with
deepstash
Personalized microlearning
—
100+ Learning Journeys
—
Access to 200,000+ ideas
—
Access to the mobile app
—
Unlimited idea saving
—
—
Unlimited history
—
—
Unlimited listening to ideas
—
—
Downloading & offline access
—
—
Supercharge your mind with one idea per day
Enter your email and spend 1 minute every day to learn something new.
I agree to receive email updates