How I turn a book of business into a go-to-market strategy: where the revenue concentrates, how product mix shifts by segment, and which personas to build for. All figures below are illustrative.
Switch the view to see how adoption changes as accounts grow. Bigger accounts buy a broader, stickier mix. Smaller accounts concentrate in a few entry products, which is where onboarding and expansion plays matter most.
Buys broad, integrates deeply, expects partnership. Motion: strategic, multi-threaded, executive-sponsored.
Buys for a sharp use case, expands on proof. Motion: ROI-led, fast pilots, land and expand.
Self-serves, values speed to value. Motion: product-led, low-friction onboarding, in-product expansion.
Enterprise drives the majority of revenue and the deepest mix. Invest in retention and executive relationships.
Mid-market has the widest expansion headroom. Build the cross-sell motion and the proof to fuel it.
Emerging accounts convert on speed. Reduce friction and let the product carry the first win.