Flowchart
Are you ready to move upmarket?
A decision flowchart for scaleups that have interviewed enterprise buyers and need to decide whether to rebuild for larger customers. It asks whether at least half name the same blocker, whether buyers can name a budget, whether the rollout work can be built once, and whether daily users want it as much as the buyer. Each no points to a cheaper step to take first. Koji runs the buyer interviews the chart starts from.
Where this appears
What's in this flowchart
Start: You interviewed 15 to 25 enterprise buyers
- Do half or more name the same blocker?
- Yes: go to 2.
- No: Interview more in one segment. Different blockers mean custom requests, not a market.
- Can buyers name the budget it comes from?
- Yes: go to 3.
- No: Test price and packaging first.
- Can you build the rollout work once for all?
- Yes: go to 4.
- No: Treat it as services, not product. Bespoke integrations per customer are a services business.
- Do daily users want it as much as the buyer?
- Yes: go to 5.
- No: Expect a hard renewal. A keen buyer and users who shrug make a big first deal only.
- Finish: Build for the blocker most named. Start the enterprise version with the problem most people raised.
Use this image
Free to use in your docs, decks and posts under CC BY 4.0, as long as you credit Koji with a link to this page. To embed it, paste this into your page:
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<a href="https://www.koji.so/visuals/move-upmarket-readiness-flowchart"><img src="https://www.koji.so/visuals/move-upmarket-readiness-flowchart/move-upmarket-readiness-flowchart.png" alt="Flowchart for deciding whether to move upmarket after buyer interviews: four questions on blockers, budget, rollout work and users." width="1200" height="1356" /></a>
<p>Source: <a href="https://www.koji.so/visuals/move-upmarket-readiness-flowchart">Are you ready to move upmarket?</a>, Koji</p>
