Why UpSales Deliberately Reduces Initial Deal Sizes for New Customers
Daniel Wickberg · He just hit $12m in ARR. Took 7 years to hit $1m. Don't get discouraged! · Jul 28, 2022 · at 14:06
Daniel Wickberg, founder and CEO of Swedish CRM company UpSales, explains their land-and-expand go-to-market strategy to Nathan Latka.
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“We almost try to kind of decrease the deal size when the customer joins us, because it makes everything easier and it decreases the risk for the customer as well. So, so yeah, we just try to add as many customers as we can and then grow them over time.”
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