Moving upmarket
Security pages, SSO, and an account executive job posting in the same quarter.
Moving upmarket is expensive and it leaves obvious tracks.
A trust or security page appears. SOC 2 gets mentioned. SSO and SCIM show up in the docs or on the pricing page as an enterprise line item.
Hiring shifts. The first account executive, or a solutions engineer, or someone with "enterprise" in the title.
The window here is wider than a PLG transition, usually two to four months, because the buying is procurement-shaped rather than impulse-shaped.
What you can sell into it: anything that removes a blocker to closing a large contract. Compliance, provisioning, audit logging, procurement paperwork, security questionnaires.
What does not work: efficiency pitches. A company spending money to move upmarket is not looking to save money this quarter.
If you want this run against your own product, the first brief is free.
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