Go-to-market approach · Established

Land and Expand

Start small, then grow within an account

What does Land and Expand mean?

A go-to-market motion that wins an initial use case and expands to more users, teams or capabilities after value is proven.

Keep exploring

Revenue Operations (RevOps)An operating model that aligns sales, marketing, customer success, data and systems around the revenue lifecycle.
Sales OperationsThe function that improves sales planning, data, tooling, territories, compensation and process execution.
Customer Success (CS)A proactive function focused on adoption, outcomes, retention and sustainable account growth after a sale.
Customer Success Manager (CSM)A role responsible for helping a portfolio of customers adopt a product, achieve outcomes and renew.
Account Executive (AE)A sales role that manages qualified opportunities and leads commercial conversations through to close.
Sales Development Representative (SDR)A role that researches prospects, starts conversations and qualifies potential opportunities for account executives.
Business Development Representative (BDR)A prospecting role often focused on outbound outreach, partnerships or creating new pipeline; usage varies by company.
Account-Based Marketing (ABM)A coordinated approach that targets selected high-value organisations with tailored marketing and sales activity.