We’re working with a client right now who has got a team that’s dedicated just to cross sell and upsell. That’s all they do is they take existing accounts and try to sell them a couple extra things.

Is a price increase the right strategy, or is there a different approach we should be taking? Should we be charge on a different metric? Should we charge on usage, rather than just users? Or maybe should we offer different packages, where there’s a more expensive enterprise edition that we can go upsell customers into at a higher price, rather than charging more for everyone? With that in mind, you might also think about where are customers in their journey with you, and do you want to take a one size fits all approach or be more segmented?

I want to see Improvement in the percentage of quota attainment. I want to see in the last two companies where I worked cross-selling we had a platform and our salespeople and this, you know, I am working on this now, our salespeople tend to lead with a piece of the product or features. And that’s where it all falls apart because what happens is when you lead with features, you tend to commoditize yourself, right? Because then it’s all about comparison shopping. It’s not about how you’re going to solve the customer’s problem. So, we’re really trying to work on that and move them more towards leading with the problem and how we can solve that problem better than anybody else.