Define: "Land and Expand" in Business
Catastrophic fiscal burn
"Lock down the enterprise agreementEnterprise AgreementA financial hostage situation where you are legally bound to pay astronomical licensing fees for the next five years. terms before they embed their proprietary hooks into your network."
A sales strategy involving closing a small deal and then upselling additional products or services.
What does "Land and Expand" actually mean?
"A vendor selling the C-SuiteThe C-SuiteThe people who approve a $5M cloud migration but deny your request for a $50 keyboard. a cheap trial license only to hold your entire infrastructure hostage during renewal."
"Our primary sales tactic this quarter is to land and expand within enterprise accounts."
"The vendor's land and expand strategy means we are now paying a 400% premium just to keep our Juniper SRX cluster online."
By The Chief Waste Officer
18 years in the corporate trenches quantifying waste so you don't have to.
Related Terminology
Tired of hearing this?
Next time someone says "Land and Expand" in a meeting, track exactly how much company money they just wasted. Play Buzzword Bingo, generate a waste invoice, and stop the bleeding.
