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How do you treat upsells in your lifecycle model?

Question asked by Rachel Bryan on Jan 26, 2017
Latest reply on Jan 26, 2017 by Jamie Lewis

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.