Land & Expand Playbooks:
Maximize Customer Value In 90 Days.
If you're like most B2B SaaS companies, your strategy is "land & expand" - sign new business, then expand the relationships across your product and services. So, why is 90% of your sales and marketing strategy (and investment) aimed at net new revenue?
The Land & Expand Playbook provides a structured, repeatable framework that turns post-sale expansion into a strategic, revenue-driving function by transforming the traditional sales funnel into a bow-tie model that optimizes every stage of the customer lifecycle. Let us unlock your customer relationships.
Land & Expand Playbook
Expansion is a Pipeline, Not a Hope
Most companies assume expansions will happen organically. A proper L&E strategy treats expansion like a sales pipeline, with clear stages, ownership, and forecasting. We help businesses design structured expansion programs, aligning sales, marketing, and customer success to proactively drive upsell and cross-sell opportunities.
Campaigns Don’t Stop at the Contract
Once a deal closes, marketing efforts usually shift to the next lead. But expansion growth comes from continuous engagement. We implement post-contract marketing campaigns, including customer education, advocacy programs, and internal sales enablement, ensuring decision-makers stay engaged long after the initial sale.
The Bow-Tie Model Drives Predictability
Forget the one-way funnel—growth happens beyond the close. We help SaaS companies implement a bow-tie revenue model, where structured expansion efforts (renewals, upsells, cross-sells) mirror the rigor of new customer acquisition, creating a repeatable, measurable, and scalable path to long-term revenue growth.
