Introduction
Upsells fail when the path isn't obvious. Customers don't know higher tiers exist, can't see the value difference, or face too big a price jump. Strong upsell paths show clear progression entry tier for getting started, mid-tier for growing teams, premium for enterprise needs. Each tier solves specific problems. Customers naturally outgrow their current tier and see the upgrade as solving new constraints. This chapter shows you how to structure tiers that create natural progression, communicate the value of each level, and make upgrading feel like the logical next step instead of an aggressive sales pitch.
