How do you treat upsells in your lifecycle model?

[Rachel_Bryan]

Hi everyone,

I work for a company that offers SaaS products, and one of the challenges we have been facing with our lifecycle model is how to treat upsell opportunities.  Currently, our success path ends at client - but in many instances, we have people who have become a client, but there is an opportunity to add on additional products to their account.  We have an inside sales person that works these accounts, but we struggle with how to label their statuses.  Do we allow clients to go backward to MQL status if they score up, and in this case would we have a higher threshold for clients? I would love to know how others have handled this challenge.

[Anonymous]

As a pre-sales consultant I have seen companies do this with stages past closed won, put their up-sells into a new model, or even re-score them when they enter into a new sales cycle so they go backwards in the funnel.