1 Reply Latest reply on Jan 26, 2017 10:58 AM by 23a6e5e65c4880f42a44f574a1723e439e4a5533

    How do you treat upsells in your lifecycle model?

      Hi everyone,

       

      I work for a company that offers SaaS products, and one of the challenges we have been facing with our lifecycle model is how to treat upsell opportunities.  Currently, our success path ends at client - but in many instances, we have people who have become a client, but there is an opportunity to add on additional products to their account.  We have an inside sales person that works these accounts, but we struggle with how to label their statuses.  Do we allow clients to go backward to MQL status if they score up, and in this case would we have a higher threshold for clients? I would love to know how others have handled this challenge.