"VPs barely touch the core product features, but they'll religiously check dashboard KPIs. The moment we equipped ICs and managers with shareable metrics to bring upward, our expansion conversations got way easier"
If you want your SaaS product to grow within an organization and become a system of record that your customers rely on, it needs to engage management (and not just ICs). As you move up the org chart (from ICs to managers, directors, and VPs), usage is driven more and more by analytics & reporting features — in fact, analytics & reporting might be the only features a VP uses in your product. Executives might make up the smallest % of your total users, but they're often the most valuable ... and are ultimately the ones making the actual purchase.