In this episode of the Posture Podcast, Jason and Sarah tackle a key challenge for product-led growth: cross-selling products to existing customers who already love what you offer. The discussion centers on answering the question: Is cross-selling just throwing everything at the customer to see what sticks? We outline the three strategic pillars for a successful cross-selling strategy that aligns your sales team, product portfolio, and pricing: Target Audience Alignment and Adjacent Problems: The product must address problems that make sense for the existing buyer, focusing on "really adjacent problem sets". This simplifies conversations for your sales team, as they don't have to educate buyers about entirely new problems. An example is a spreadsheet product and a payroll product making sense together. The product must address the same buyer and the problems they are having. Product Cohesiveness: Products should work well together and not conflict. This includes alignment on shared perspectives, simplicity, ease of use, and technology (like AI usage). A real-world example showed a flagship product without AI and a new, completely AI-driven product for younger students made the go-to-market story "impossible to tell" because the products conflicted in approach. Bundling and Pricing Strategy: Your pricing must be sensible and should never undermine your anchor product. You must always motivate sales toward your highest-priced, most profitable product. Introducing a cheaper product in a cross-sell scenario that undermines the pricing and margins of your flagship product presents a "real problem". A strong strategy around bundling, pricing, and discounting is necessary to motivate profitable sales. Salespeople will look for ways to discount down to the cheapest product. Marketing Side Eye: We also share a Marketing Side Eye on poorly executed monetization models for free apps, specifically discussing the frustration with in-app purchases and companies that move core features to a paid plan. Examples include gardening apps that only give out information you can Google, and weather apps that won't show the future radar unless you pay. We discuss CapCut's strategy of slowly moving popular AI-driven features behind a "growingly complex set of packages". This creates a "total flaw" when the free part no longer delivers on the core value proposition. Users get upset when features with strong product market fit are taken away and moved to a paid package. Don't forget to like, subscribe, and follow! Do you have a question about Go-To-Market strategy, product positioning, or product marketing? Send it to info@posture.consulting and we may feature it on our "Make It Make Sense" segment. #CrossSelling #ProductMarketing #GTMStrategy #ProductStrategy #PricingStrategy #ProductBundling #GoToMarket #SaaS #AppMonetization #PostureGTM