Upsales is a CRM and marketing automation solution founded by Daniel Wikberg. The company targets mid-sized B2B companies, helping them grow revenue by solving specific problems in the sales process. Upsales has a team of 70 people, serves 1,800 customers, and generates around $13+ million in ARR, all while remaining bootstrapped.
Growth Strategies
- Outbound sales strategy: Upsales has focused on a deliberate outbound sales strategy, targeting a specific list of 1,500 high-value accounts. While inbound leads and word-of-mouth referrals bring in a higher number of new customers, outbound sales account for 80-90% of the company's revenue.
- Simplifying the decision-making process during trials: Upsales goes the extra mile to provide value to potential customers by setting up trial accounts with the customer's actual data. This approach builds trust, allows customers to see the real benefits of the product, and simplifies the decision-making process.
- Land and expand sales approach: Upsales shifted from bundled product packages to a pricing model with a per-seat license and add-ons. This change made the initial decision more straightforward for new customers and enabled the expansion sales team to sell seats and various add-ons, accelerating growth in existing accounts.
- Building integrations with common tools: Upsales has invested in building integrations with the most common tools used by their target market. These integrations help accelerate the process of getting customer data into the product, making it easier for customers to see value quickly.
