Tips for Upselling in B2B SaaS: Share Your Experiences!

Sarah Hein · 2025-08-01 22:21:37.71693+00

Happy New Year everyone. One of the things I want to focus on this year is upselling to customers. We are a B2B SaaS company with 4 different products, but most of our customers only are using 1 or 2. Can anyone give me tips or share lessons you have learned from experience? Feel free to share articles but please stick to things you have actually found useful. Don't send SEO fluff.

1.

Focus on indicators of use. Is one of their current products more powerful if they purchase another? Are certain types of customers a better fit for these other modules? I know you know this, but don't try to sell everyone on everything. Focus your efforts where they matter most.

2.

Figure out your best approach. If these are self-serve customers, you might use email, in-app, and/or social ads to target them. For enterprise, you might take more of an ABM approach.

3.

Prepare case studies for different modules. The same way people want to see how people are using a product and social proof in the initial purchasing process, they want to see what kind of results they can drive with this new module.

4.

If people clicked through an email or in-app but didn't take action, I've also sent a reminder. Like, "did you forget something?" We did actually see conversions for that (that was for self-serve product).

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