Expand – Land - Expand

1.

Expand – Land - Expand
AND Customer Received Value
REVENUE ($)
1. Target and develop
the right prospects
Renew
Expand
2. Create the ideal first
use (Land)
Adopt
3. Accelerate customer
received value
(Implementation,
adoption and
expansion)
3
Threshold of
Recommendation
Land
BIG GOAL:
1
Get customer received
value above the line
Sales
Funnel
2
Threshold of
Abandonment
© 2019 Colabra LLC
-12
-6
-0
6
FIRST SALE
12
18
24
TIME
(months)

2.

Planingo commercial cycle
Search the contacts:
LinkedIn
Lusha
Networking
Internet
Correct a status or put
the notices in CRM,
when something is
changed
Fill in CRM the
contacts info after
writing a letter or a
message
Fill in PRM customer’s
info when you get
confirmation to go on
the deal
You can use Highspot,
Anaplan site, when
you need additional
augments for selling
Prepare commercial
proposal
Fill in a MAP for
Anaplan and get the
price for license,
when you prepare the
Commercial proposal
Prepare selling
documents when you
get the agree for
commercial proposal