Create clear progression from entry tier to premium offering so customers see the natural next step as they grow and need more value.
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.
Acquiring new customers is expensive. Growing existing ones is profitable. Identify expansion opportunities from usage patterns and needs. Design clear upsell paths that feel natural, not pushy. Time offers to renewal cycles and milestones. Structure pricing that enables growth.
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All in one CRM with marketing, sales and service, strong when you want one system that teams adopt.
Customer.io sends targeted messages across email, SMS, and push notifications triggered by user behaviour and product data for SaaS companies.
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Determine how to charge for products and communicate value to maximise willingness to pay whilst remaining competitive and supporting desired positioning.
Proactively help customers achieve desired outcomes to drive retention and expansion by ensuring they extract maximum value from your solution.
Combine usage, engagement, and satisfaction signals into one metric that predicts churn risk so customer success teams prioritise accounts needing intervention.
