This post is by Jason Lemkin from SaaStr
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I think it’s fairly easy. Look for:
- Are they running an entire division or group (or more) on your product?
- Is the use case mission critical — even if niche? I.e., would the business be at risk if you went down or away?
- Is deploying your app a key initiative for your top stakeholder? Just ask if this is one of their top priorities for the year.
- Small groups / silos at a large customer — within a larger division or organization. Just because 10 users love you at a BigCo, the or others may well choose another vendor for all the other users in that division. And cancel your contract no matter how happy those 10 seats.
- A “rogue” purchase not approved by legal, procurement, etc. Sometimes a buyer will want to use your product so badly, she’ll just buy and deploy you without going through the standard internal channels and approvals. This can sound great, but it really means your application is not truly approved. That means the renewal and expansion are at risk. You haven’t truly closed the customer at an enterprise level – yet.