Yes, growing TAM and Top of Funnel by going downstream is a legit business strategy.

But too often, SaaS teams get it wrong... (thread) https://twitter.com/pc4media/status/1194568105470709768">https://twitter.com/pc4media/...

1. Have a solid established “main” business first (https://abs.twimg.com/emoji/v2/... draggable="false" alt="✅" title="White heavy check mark" aria-label="Emoji: White heavy check mark"> for Basecamp)

Go downmarket from an existing market you’ve found significant market share in.

2. Don’t cannibalise your existing offering for customers or internal resources

Is this expanding your TAM or a pivot to change your TAM?

Is your team AND product, AND market even setup for a seamless self-serve tool?

3. Revenue ownership moves towards product/marketing from marketing/sales.

At places like HubSpot, it meant product owning a lead goal for sales. And being held accountable.

How will you assign resources, accountability & set expectations?

If you’re exploring a move downstream with your SaaS (scaling self-serve, adding freemium products etc.) to expand your TAM to grow your ARR, chat to @PaddleHQ or drop a reply/DM!