Add an expansion lever tied to value
Seats, usage, or workspaces — whichever grows as the customer gets more out of you.
Group 6.2.1
Inside this
- Compare seats, usage and workspaces against what your best customers grow on2h
Look at your ten largest accounts. The thing that grew with them is the metric.
- Track the chosen metric per account4h
You cannot price what you do not measure. Start recording before you change anything.
- Set the limit where value is felt, not where it hurts1h
A limit that blocks the first success loses the account. Put it after a customer has had a win.
- Ship the billing and the in-product path to buy more10h
Buying more must take two clicks at the moment of need, not a sales call.