Segmentation driving 120% increase in ACV with rapid expansion revenue
How Shippit achieved 120% ACV growth by refining segmentation and selling modules instead of monoliths.
Andrew Hatfield
April 9, 2024
Key Takeaways
- Customers value platforms, but rarely want to buy everything on first sale
- Selling an entire platform upfront leaves no room for expansion deals and increases churn
- Refine your Ideal Buyer Profile and deeply understanding their needs and how they buy
- Realigning your Product and Go To Market based on updated Segmentation and Packaging drives growth
Andrew Hatfield
Head of Product Marketing, Shippit
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