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How to create GTM alignment that drives upsell revenue

How to create GTM alignment that drives upsell revenue

Your R&R's for creating an upsell strategy

Tyler Pleiss
January 19, 2025

In partnership with

Cross-functional alignment doesn’t stop at new business deals.

When we think about the struggle of sales and marketing alignment it’s typically associated with driving new business.

Wrong-o.

Cross-functional alignment is a full-funnel concept.

Especially when you’re thinking of how to create an upsell strategy. Because driving new revenue across the business isn’t a siloed effort.

The only way it can work is if multiple teams are working together.

I know it’s super cheesy to say, but it really is a team sport. Forgive me.

So what should cross-functional collaboration look like?

As you can see, every GTM team plays a part in making an upsell strategy come to life. This isn’t a spray and pray hoping that upsells just happen.

You need to be data-driven to select the right accounts, methodical in how you create the right messaging and in tune with your customers to know what the right channels are to engage them. And finally, have the best AEs or AMs in the business to drive home the vision of increasing their usage.

Find out how to bring this full strategy to life in my new guide, How to Support Upsell Opportunities with an Account-Based GTM Strategy.

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Get a full breakdown of how to create an upsell strategy that drives increased revenue using an account-based GTM strategy.

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