Concept
Land and Expand
A go-to-market motion where a company first secures a smaller initial deal with a customer and then grows the account's spend over time as trust and proven value increase.
Land and Expand
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The whole game is expansion. If you're not going from 100K or 250K to 350 or 500 the following year, it's not an enterprise motion.
The other element of this that's top of mind is just this land and expand strategy. There's a lot of companies that are just like okay cool we'll get in with some price we'll expand that'll be amazing which is essentially e...
… back to going after these larger companies, I asked your colleague, Justin, what he sees you do that most impacts the success that teams have with their sales process. And there's a bunch of I'm going to touch on, but one is most…
Concept
Land and Expand
A go-to-market motion where a company first secures a smaller initial deal with a customer and then grows the account's spend over time as trust and proven value increase.
Related Concepts3
Related Frameworks2
Related Practices23
Ask about this concept
Transcript mentions
The whole game is expansion. If you're not going from 100K or 250K to 350 or 500 the following year, it's not an enterprise motion.
The other element of this that's top of mind is just this land and expand strategy. There's a lot of companies that are just like okay cool we'll get in with some price we'll expand that'll be amazing which is essentially e...
… back to going after these larger companies, I asked your colleague, Justin, what he sees you do that most impacts the success that teams have with their sales process. And there's a bunch of I'm going to touch on, but one is most…