Land & Expand
Increase account value by 20%+ while raising target market segment growth by 65%
Many companies focus customer success on renewals and incremental upsell, but do not use customer success as a strategic growth driver. Customer success is the best position to identify account deepening opportunities and build a “buyer voice by segment” to drive customer acquisition in key target markets.
Land & Expand Plays in Practice
Value-Driven Negotiations with Deric Peterson
Anchoring Authentic Account Expansion on Customer Value with Carrie Straub
Land & Expand Insights
Mutual Success Plans: Land and Expand Faster
In the current noisy, competitive market environment with very busy buyers, sales teams need to shift from a focus on individual sales transactions to a focus on continuously deepening and expanding value across a series of connected conversations. The best tool to balance urgency in landing an initial sale with keeping open later upsell opportunities is the Mutual Success Plan. A good mutual success plan keeps three key parties – customers, sales and customer success teams – aligned on linking revenue to buyer value.
Land with Your Endgame in Mind
To do prospecting right, you must build a prospecting narrative that connects landing the first deal to account expansion. “Land with your endgame in mind” is how Ro Saccone, Chief Marketing Officer at Planet, put it in a recent call I had with her. Most teams think of prospecting campaigns as independent activities. They often do not connect individual campaigns to the broader business goals that can link a first deal to on-going expansion opportunities. Here are three practices you can adopt to build prospecting narratives into playbooks that accelerate landing and expanding. .