The wedge is cross-functional companies
20-500 person companies where product, engineering, design, marketing, sales, and support all depend on each other to ship.
Buyer and expansion path
Product teams and
C-suite feel the pain first.
C-suite feel the pain first.
They own roadmap speed, coordination, reporting, and operational leverage. Once the workflow works, support, data, ops, design, and engineering naturally pick it up.
Engineering
Design
Product
Marketing
Sales
Support
$1M ARR
40 customers × ~$2k/mo
or ~150 customers at ~$500/mo
$10M ARR
400 customers × ~$2k/mo
mid-market self-serve + founder-led sales
$100M ARR
2,000 customers × ~$4k/mo
multi-workflow expansion inside accounts
The first customer pays for one painful workflow. The expansion is every repeated workflow across the company.