Cross-Sell

Selling an existing customer an additional product alongside the one they have.

The buying centre usually differs

A second product frequently serves a different team with a different budget, which makes cross-sell closer to a new sale than to an expansion. Treating it as a simple add-on underestimates the motion required.

Attach rate reveals the truth

Persistently low attach usually means the products do not reinforce each other in practice, however the suite is positioned.

RELATED TERMS

Expansion Revenue

Additional recurring revenue from existing customers: more seats, higher tiers, additional products or increased usage.

Land and Expand

Entering an account with a small initial purchase, then growing through additional seats, teams or products.

Attach Rate

The proportion of customers who buy an additional product or module alongside the primary one.

Upsell

Selling an existing customer a higher tier or a larger commitment of what they already buy.

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