Land and Expand

What is Land and Expand?

Land and expand is a sales strategy where a company first secures a small deal with a customer and then works to grow that relationship over time. This often involves selling to more departments or adding more users within the same organization.

Why It Matters

• It lowers the initial barrier to entry for new customers, making it easier to close the first deal.

• Expanding within existing accounts is typically much cheaper than acquiring entirely new customers.

• It allows the company to build deep, multi-threaded relationships with its largest and most important clients.