Great 8 for Expansion

Initiate expansion before competitors shape the conversation.

Expansion feels like it should be easier than acquisition, but in practice, sellers often arrive late or push too hard.

Research shows that 92 percent of B2B buyers already have at least one vendor already in mind, and 41 percent have a preferred vendor before any formal buying process begins. Even more telling, 74 percent of decision-makers choose the first seller who brings tailored insight.

For existing customers, those numbers still apply.