2018 B2B Land & Expand Survey Part 2 - Exploring Best Practices

Land and Expand Survey

In Part 1 of the 2018 B2B Land & Expand Survey Report, we concluded that evaluating Expansion revenue by the 4 distinct Expansion types (Upsell, Cross-sell, Price, Users) helps us identify which teams and approaches make the most sense to generate growth through Expansion.  Here in Part 2, Exploring Best Practices, we address how to put teams and incentives in place to make Expansion revenue happen. Despite Expansion revenue’s massive impact, there’s a surprising lack of consistent best practices for allocation of resources to maximize Expansion results. The industry needs a framework, and we’re willing to stick out our neck and propose one. The Rekener Expansion Framework starts with basic questions and proposes answers.  

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Alex Laats

Alex is CEO and Founder of Rekener. Previously, he served as President and Chief Operating Officer at ZeroTurnaround and as President of the Delta Division of BBN Technologies. At BBN, Alex co-founded RAMP and AVOKE, both recurring SaaS businesses. Alex’s companies have generated $500M in liquidity events and more than $1B in sales. He’s been working on cracking the code on recurring revenue businesses since 1999 when he started an application service provider (remember those?) called Informio.


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