This depends on the industry, segment, and target buyer. When I was at AppDynamics marketing application performance monitoring to IT Ops teams, the land could take up to 3-6 months and the expand could take 6-12 months depending on the size of deal. At Airtable, there’s a lot more variability because we sell into so many functions (marketing, product, IT, HR, finance, legal, etc). Generally speaking, the more tech-forward departments like marketing, product, and IT will buy more quickly than sa ...Read More
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