Bailey: Land-And-Expand Models Must Prioritize Smaller Deals Over Large Ones
Melissa Murray Bailey · Driving Peak Performance through Reimagined Management with Hootsuite CRO Melissa Murray Bailey · Jan 25, 2022 · at 12:30
This episode carries Melissa Murray Bailey's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.
Hootsuite CRO Melissa Murray Bailey discusses sales strategy and quota design at a SaaStr conference.
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“In a land and expand model, we really want to create a system where people can get the 10, 10,000 dollar deals. Obviously, I'm just using those numbers for rounding purposes, but you want them to have as many deals as possible so that you're growing your customer base by which you can expand it. That one, 100,000 dollar customer may churn. May not have any growth left in it, and so you're not setting up this trajectory of being able to grow every single quarter and every single year the expanding customer base that you have.”
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