We recently brought together our commercial community for a webinar on “Cross-sell: from relationships to revenue”, hosted by William Menz from the Inflexion Value Acceleration team.
Cross-sell is one of those topics that sounds easy on paper but can be difficult to execute, yet when done well it can be immensely value accretive. Two speakers from Inflexion portfolio companies shared their journeys and experiences, and four key themes emerged:
- Get the data foundation right: Harmonise messy data into a single source of truth to provide reliable, 360-degree cross-sell intelligence.
- Validate the cross-sell opportunity: Prioritise opportunities considering overlap or commonalty between ideal customer profile (ICP), economic buyer and product adjacency. By focusing, you can improve conversion and avoid fatigue.
- Remove friction: Package the offering with aligned incentives and a simple process that makes referral and purchase instantaneous.
- Start small: Start with a focused pilot (for example, a few products or teams) to build a proven blueprint and case study before a firm-wide rollout.
Thank you to our speakers for facilitating a constructive discussion.
