Engagement of SaaS and software-first companies

SaaS companies typically choose between two product pricing strategies:

• A freemium model uses a functionality-based paywall. The benefit is that you may get lots of users & virality. The cons are that it reduces urgency to buy, paid marketing is hard and churn...

• If you’re not getting results, take your complaint up the corporate ladder.
•  Ask a customer service rep, “If you can’t help me, who can I call or write who has the authority to help?

In sales, “Land and Expand” is a strategy to land a customer with a small deal, and then sell into the organization to expand your footprint to more seats, additional departments or more products and services.

Land and expand plays out like this in a SaaS: