What's the right way to expand from SMB to mid-market without breaking SMB?
TL;DR: Run mid-market as a parallel motion with its own AEs, pricing floor (~10x SMB ACV), CSM, and paper. Freeze SMB for 18 months. Migrate up only on inbound. Expect 12 to 18 months to CAC-payback parity (Bessemer norm: 6 to 9 months at m…
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