// Sales
Land and Expand
GTM motion: win a small initial footprint, then grow ACV inside the account via seats, products or use cases.
In depth
Popularised by New Relic, Datadog and Snowflake. Requires strong product usage data, a dedicated CS or expansion AE motion, and pricing that scales cleanly. NRR above 120% is usually a land-and-expand company.
Related terms
NRR
Net Revenue Retention, % of recurring revenue retained from existing customers over 12 months, including expansion, minus churn and contraction.
Expansion ARR
Incremental ARR from existing customers via upsell, cross-sell, seat expansion or usage growth.
Upsell
Moving an existing customer to a higher tier, more seats or a bigger contract.
Cross-sell
Selling an additional product or SKU into an existing customer.