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.
- As product adoption increases inside their company, work on making connections with high-level decision makers (ideally with introductions from the current users). Use sales activities (demos, presentations, high-level business conversations, etc), and execute them boldly because your foot is already in the door.
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