You're working on a multi-product B2B software platform where existing customers can adopt additional modules over time. The company wants to improve cross-sell, but the path from initial product usage to buying another product is not always clear. You've been asked to define how to think about that journey.
How would you think about the buyer journey for a cross-sell motion at Rippling?
How you segment existing customers for cross-sellHow you identify the job to be done behind an adjacent purchaseHow you articulate Rippling's value proposition by stakeholderHow you think about product-led versus sales-led go-to-market motionsHow you make trade-offs between growth and user trust