Patterson: Multi-product expansion requires reusing either the buyer or the product
Sarah Patterson · 3 Lessons from Building a Marketing Engine to Grow Pipeline from Millions to Billions | Samsara CMO · Dec 22, 2022 · at 18:29
Samsara CMO Sarah Patterson discusses strategic lessons learned when expanding Samsara from a single IoT telematics product into a multi-product enterprise platform.
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“Building a new product for a new buyer in the company was just as hard as starting a company all over again. We had the most success where we could build a product to sell into the same buyer that we already had a relationship that we were already working with, or where we could take our existing product and sell it in to a new buyer within that same company.”
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