Turning the land-and-expand argument into arithmetic instead of ideology
Nate's managers spent forty minutes arguing focused entry deals versus full bundles — and nobody could say what one won deal costs in SE effort. He and Ava build the cost model live, then Ava pokes the hole in it: land-and-expand only pays if the first module actually gets used.
What Nate and Ava discuss
- How to price a typical deal in SE hours — touchpoints, prep, and demo infrastructure — without building a timesheet culture
- Comparing deal shapes with your own numbers instead of preference: fast entry deals versus longer bundle cycles
- Why adoption rates and consumption pricing can invalidate the whole calculation
The move
Take your two most common deal shapes, reconstruct five closed deals of each with the SEs who ran them, and divide net-new ARR by SE days. Bring that one number to your next pipeline review — with an adoption factor sitting next to it.
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Your hosts
Nate Hargrove
The Seasoned Pragmatist
Ava Vasquez
The Modern Builder