Definition
A go-to-market motion that starts with a small initial deal, then grows the account over time through upsells and cross-sells.
Why it matters for growth
Land and expand lowers the risk and price of a first purchase, making it easier to win the account before proving value that justifies growing the relationship.
Example
A company starts by selling one team a small pilot license, then expands to the whole department a year later after strong internal adoption.
FAQ
- What is Land and Expand?
- A go-to-market motion that starts with a small initial deal, then grows the account over time through upsells and cross-sells.
- Why does Land and Expand matter for growth?
- Land and expand lowers the risk and price of a first purchase, making it easier to win the account before proving value that justifies growing the relationship.
- What is an example of Land and Expand?
- A company starts by selling one team a small pilot license, then expands to the whole department a year later after strong internal adoption.