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What approaches have you found successful for upselling and cross-selling enterprise products to existing customers?

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3 Answers
Enterprise Product Marketing
  1. Jeremy Moskowitz
    Jeremy Moskowitz

    MURAL Vice President, Segment Marketing | Formerly LinkedIn • 8mo

    The best time for upselling products in the Enterprise is during the initial land.  If you’re bold enough to pitch your full suite of products from day one, instead of landing a point solution, good things will happen. I’ve been at Outreach for 4 years and our Enterprise Product Marketing efforts are not only bearing fruit, but the Enterprise New Logo Team has set the company standard for winning multi-product/full platform deals.   Many software companies (and their PMM/GTM Teams) are currently ...Read More

    691 Views
  2. Nikhil Balaraman
    Nikhil Balaraman

    Pomerium Head of Marketing | Formerly Roofstock, Instacart, Uber, Algolia, Google • 1mo

    Product education doesn’t stop with sales, it has to extend to post-sales/account management/CS teams. While a lot of this might be achievable at larger orgs/mature products with product and usage signals, sometimes just giving these teams a nicely packaged outreach email, landing page, video and talk track is enough for them to re-engage with a happy (read: quiet) customer and get them excited about that expansion opportunity. Packaging this into QBRs as we do at Pomerium is also an easy way to ...Read More

    357 Views
  3. Kuber Sharma
    Kuber Sharma

    UiPath Sr. Director of Product Marketing | Formerly Salesforce, Tableau, Microsoft • 1mo

    Expansion in enterprise is a fundamentally different motion than new logo acquisition, and the PMM approaches that work for net new often don't translate. Here's what's worked at UiPath and in prior roles at Salesforce and Tableau, both of which ran significant land-and-expand models. Nail the ROI story from the initial deployment before asking for more. The most reliable expansion trigger is a customer who can clearly articulate the value they got from the first purchase. PMM's job is to give C ...Read More

    166 Views

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