Coupa
[Inference] Move upmarket when the problem is valuable but small contracts cannot fund the sale
Source-backed brief 4 sources
GTM pattern · 3 company GTM examples: Spend management.
Across companies.
3 companies: 2 source-backed briefs and 1 evidence brief. Also classified Human Led 3, Product Led 2, Partner Led 2. [Inference] These companies share a research classification. The details and boundary conditions vary by segment and period.
3 companies classified under Spend management
Brex
A card customer base revealed a broader spend-management job
Source-backed brief 1 source
Soldo
Employee spending connects product adoption to finance control
Evidence brief 1 source