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Unlocking revenue growth through upselling with ABM

Unlocking revenue growth through upselling with ABM

How to identify target customers for upsells

Tyler Pleiss
January 05, 2025

In partnership with

Upselling customer accounts is one of the main sources for revenue growth however it’s often not thought of as a strategy for ABM.

Which is crazy to think about!

Most ABM strategies center around generating new business opportunities, accelerating those opportunities or customer retention efforts.

This year if your company has a GTM goal of increasing their upsell efforts then ABM is a perfect strategy for aligning and achieving that goal.

Here are three ways to identify customers ready for upsell opportunities:

Filter accounts in your CRM by those with high product usage
Filter accounts in your CRM with a high number of seats or licenses
Look for patterns in your customer base of those who have recently gone through an upsell cycle (industry, product line, etc.).

As you can see, to do this you will need to ensure that whatever product and contract data you have on your customers is available in your CRM.

Once you have an initial list look to add on additional account insights like:

The customer’s annual recurring revenue; you want to find those with above average ARR.
Layer on renewal dates and look for those with renewals coming at least one or two quarters out.

At this point you should have a decent size list of customers who are good to great candidates for an upsell conversation.

There are additional stakeholders, tactics and strategies involved before you can launch a strategy based on upsells.

Those details are coming next week’s newsletter for our premium subscribers. See below for more information on how to get signed up to get access!

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