Land and Expand
Close a small initial deal, then grow inside the account. The Trojan-horse strategy, minus the violence: today's $10K pilot is engineered to be next year's $200K renewal.
Heard in the wild
“Classic land and expand — one department now, enterprise-wide by renewal.”
Tone check: Technical
As a buyer, know you're being landed on. Negotiate expansion pricing BEFORE you depend on the product.