It May Be Easier to Sell a Second Product to New Customers, Not Existing Ones

Quick Summary:

I’ve now seen this to be the case many times: the attach rate for a second product is higher from new customers than existing ones.Just be aware of it.  Most SaaS companies do a big push to cross-sell a new product into the base.  But maybe save 20%-30% of that energy for marketing the combined product to new customers.  That may be an easier sell.  Somewhat counterintuitively.

So this is a seemingly simple post, but it’s a point I find many founders, CROs, CMOs and more get wrong.  I got it wrong for a while too, until I started invest in and working with more vertical SaaS companies.

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Article Details

Author / Journalist: Jason Lemkin

Category: StartupsTechnology

Markets: United States

Topics: Rate Sell Attach Existing Customers Buyer Product Saas Second Ones

Source Website Secure: Yes (HTTPS)

News Sentiment: Negative

Fact Checked: Legitimate

Article Type: News Report

Published On: 2025-05-13 @ 14:10:28 (21 hours ago)

News Timezone: GMT +8:00

News Source URL: saastr.com

Language: English

Article Length: 347 words

Reading Time: 2 minutes read

Sentences: 7 lines

Sentence Length: 50 words per sentence (average)

Platforms: Desktop Web, Mobile Web, iOS App, Android App

Copyright Owner: © SaaStr

News ID: 28679732

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