Expand ARPU by selling more features/services to current accounts. Build relationships with big accounts, identify upsell opportunities and focus on activation/adoption.
This growth strategy is used by Security Scorecard
A brief about Security Scorecard
Security Scorecard helps teams detect, prioritize, and remediate vendor risk across their entire supplier ecosystem at scale.
How Security Scorecard Implemented this Growth Strategy
- Security Scorecard focused on upselling and increasing product adoption within their existing customer base (including 70% of the Fortune 100), instead of only pursuing new ones.
- By deepening usage—helping clients operationalize the product and manage third-party risk—they drove significant revenue increase without needing to source large numbers of new customers.
