Lamson: Pushing unwanted features fails; accepting downgrades retains customers long-term
Pete Lamson · 1163 How Jazz HR Used $6m in New Funds to Add $1m ARR in 3 Months · Sep 30, 2018 · at 5:50
Pete Lamson, CEO of Jazz HR, explains why SaaS companies should prioritize customer fit over aggressive upselling.
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“We have to start with what's best for our customers and to jam them into things that they don't need. That is a losing strategy. And so number one is we want our customers to be on the right solution for their business. So what of our products do they need to accomplish their goals? And in some cases that means a downgrade, right? That means they're going to move to a lower price product and that's okay because that's how they're going to stick with us for the long haul.”
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