The SiriusDecisions Cross-Sell/Upsell Framework for New Offerings
- Cross-sell and upsell processes, though vital for marketing, customer success and sales roles, are typically misaligned
- When adding a new offering to cross-sell and upsell efforts, organizations must start by segmenting customers based on available insights
- Assess the organization’s understanding of buying centers within each account as well as the fit between the new offering and customer needs
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