{"id":7888,"date":"2020-07-31T12:00:14","date_gmt":"2020-07-31T11:00:14","guid":{"rendered":"https:\/\/www.sage.com\/en-gb\/blog\/?p=7888"},"modified":"2026-07-09T15:29:09","modified_gmt":"2026-07-09T14:29:09","slug":"land-and-expand-strategy-saas","status":"publish","type":"post","link":"https:\/\/www.sage.com\/en-gb\/blog\/land-and-expand-strategy-saas\/","title":{"rendered":"Why a land and expand strategy works for SaaS companies"},"content":{"rendered":"
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\n\t\t\t\t\t\tWhy a land and expand strategy works for SaaS companies\t\t\t\t\t<\/h1>\n\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t

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If you’re involved in an early stage software as a service (SaaS) business, having a great product that addresses a need is essential.<\/p>\n\n\n\n

But it’s not enough.<\/p>\n\n\n\n

You need to build relationships with customers who are willing to pay you money for your product. You need to use land and expand strategies.<\/p>\n\n\n\n

What’s a land and expand strategy?<\/h2>\n\n\n\n

But your product is unknown, and it’s highly unlikely that the significant majority of prospective customers will be willing to ‘take a chance on you’.<\/p>\n\n\n\n

So, you need to start small.<\/p>\n\n\n\n

You need to show what your product can do, winning a company’s business through excellent service and meeting its needs better than any other competing software.<\/p>\n\n\n\n

From there, you can earn more business across the organisation and get bigger deals \u2013 you have landed, and are in the process of expanding.<\/p>\n\n\n\n

And that’s what a land and expand strategy is, and how it works.<\/p>\n\n\n\n

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Download your free Managing SaaS metrics guide<\/a><\/div>\n<\/div>\n\n\n\n

What a land and expand strategy doesn’t look like<\/h2>\n\n\n\n

A land and expand strategy isn’t about natural organic growth.<\/p>\n\n\n\n

It’s about building a long-term sales strategy and a sales team that works hard to create long-term relationships with the high-powered decision makers that will bring in the cash over the long run.<\/p>\n\n\n\n

It’s not just about users using your product, but the organisation adopting it at the account level and you getting C-level<\/a> buy-in.<\/p>\n\n\n\n

Implementing a SaaS land and expand strategy<\/h2>\n\n\n\n

Here’s what you need to consider when it comes to building long-term customer value and implementing the strategy.<\/p>\n\n\n\n