Expansion Architecture Built from Your Best Customers’ Business

Accounts aren’t expanding the way they should.

We know we’re leaving money on the table. We just don’t know how much.

We’re afraid to touch pricing. Any change feels arbitrary and risky.

WHY THIS HAPPENS

Most SaaS companies focus their business around customer acquisition. How do we get to market? How do we get the first customer? How do we capture more market share

• Once solved, the customer conversation stops.
• Pricing gets built on seats. Packaging gets built on competitor benchmarks. The product roadmap gets built on internal mandates.
• The result: expansion slows because your product, packaging, and pricing don’t reflect your best customers make money.

Instead of asking “What should we charge?”, we ask “What do our best customers measure success, and how do we organize our business around that?”

EXAMPLE:

A PE-backed real estate SaaS was losing $393,000 per year on a single product line. Not from bad salespeople. Not from excessive discounts. From pricing that didn’t match their customers’ success.

Once we identified the right revenue center metric (transactions, not seats), everything became obvious: who their best customers were, how to segment them, where expansion could happen naturally.

Sales teams had a clear story. Customers saw pricing connected to their success. Cross-sell and upsell became natural expansions.

WHO THIS IS FOR:

We work with B2B SaaS leaders when growth is becoming harder:

• AI is changing product value
• Expansion revenue is slowing despite product-market fit
• Pricing no longer reflects customer outcomes
• Investors are pushing for efficient, profitable, growth

HOW IT WORKS:

1. Discover what drives your customers’ business

We talk to your best customers about what they’re actually trying to accomplish, what they value most, and what your product changed for them.

Not features. Not usage. Revenue-generating business outcomes.

2. Identify your best customer segments

We analyze those conversations to uncover patterns: which customers value what, which segments are most profitable, which have the highest expansion potential.

3. Build segmentation, pricing, and packaging for expansion

Different customers expand in different ways. We translate customer language into numbers: what’s the economic value of what we’re delivering to each segment? We architect segmentation and packaging to grows with them, so expansion happens naturally as their business grows.

4. Architect the replication model

We design how to find and acquire more customers matching your best-customer expansion profile.

THE ENGAGEMENT

4-8 weeks. You work directly with Garrick van Buren.

No junior staff. No generic benchmarking. No competitor-based exercises.

Fixed fee engagements starting at $50,000.

The expansion opportunity determines the fee.

THE BENEFIT

• Your best customers expand faster.
• Packaging and pricing grows with them instead of fighting their business.
• Product investments become obvious.
• You build what drives your expansion, not competitors.
• You know exactly which customer profiles to pursue.

START HERE

Begin with a Expansion Gap Session to identify;

• What actually drives expansion with your best customers
• Where expansion value is being left on the table.
• Whether a deeper engagement makes sense.
• $1,000. Applied toward the full engagement if you decide to work together within 30 days.

TESTIMONIALS

“It helped me reframe how I think about product offering, buyers, and go to market in a way that felt like a swathe of brand new opportunities.” – B2B SportsTech Founder

“Focusing product around the decision maker and the back of the napkin math really opened up some thinking on my side.” – B2B Sales Intelligence Founder