Land & Expand strategy through sanitised portfolio structure

Client: Software scale-up

Topic: Portfolio Optimisation

Our client had been able to acquire a large customer base through its SaaS offering backed by human software testers.

Despite its success in acquisition, the company felt that opportunities existed to expand revenue within the existing customer base. Additionally, they wanted to ease international expansion and reduce churn.

To support this, we jointly developed a new portfolio structure and price model with clear upsell and cross-sell of (existing and new) features. This was done by conducting co-creative sessions with multidisciplinary teams from the software company – sales, customer success, product management, etc. – where discussions were facilitated based on best practices and data analysis.

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