Bowery Capital > Podcasts  > BC Startup Sales Podcast – SaaS Upsell & Add-On Sales Strategy with Kevin Karner (Drift)

BC Startup Sales Podcast – SaaS Upsell & Add-On Sales Strategy with Kevin Karner (Drift)

Bowery Capital Startup Sales Podcast - SaaS Upsell & Add-On Sales Strategy with Kevin Kartner (Drift)

This week, Kevin Karner joined us on the Bowery Capital Startup Sales Podcast to discuss “SaaS Upsell & Add-On Sales Strategy.” Kevin is currently the Head of Customer Growth at Drift, having joined as one of the first sales employees. Prior to Drift, he led up Add-On Sales at HubSpot, from the team’s first incarnation as an experiment, all the way through its growth to a ~15-member team


Kevin discusses his experience putting a SaaS upsell / add-on sales strategy to work, how it varies from the traditional sales or account management roles, and why a SaaS company should consider building such a team in-house. Here are some questions we’ll answer:

For a SaaS business, what is upsell and why is it important? What are add-on sales and how, if at all, are they different from upsell? How do you identify when an account is ready for an upsell? What data sources or tools do you use to empower your decision? Who should be responsible the initial outreach: add-on sales team, or the sales rep / AM? Who is responsible for the add-on “close”? What defined success for your SaaS upsell / add-on sales team? Did your team have a quota (for SaaS upsell) and how did you determine it? What did you achieve with your SaaS upsell / add-on sales strategy at HubSpot and Drift? Would this strategy make more or less sense for companies with different business models (i.e. does something about HubSpot and / or Drift make them better candidates for this strategy)? How would you go about “testing” such a strategy if you were an early-stage founder?

Dig in below. Happy listening!

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Nic Poulos
Nic Poulos
Nic is a former Partner at Bowery Capital. He is currently a Partner at Fifth Wall Ventures based in Los Angeles. Prior to forming Bowery Capital, Nic was an Associate at AOL Ventures where he helped drive investment in and support of over 20 companies, primarily in the enterprise software space. Before AOL Ventures, he served as a Manager at, leading various business development initiatives focused around ad tech and sales. Earlier, Nic worked as a technology investment banking analyst at GCA Savvian Advisors in the firm’s Internet group. While there, he participated in the acquisitions of Broadband Enterprises and, as well as various early- and mid-stage private financings. Nic holds an A.B. in History from Princeton University.