Land Expand Portfolio Strategy

A breakdown of how Tour uses a land and expand motion to grow their property management customer base.

Core Growth Strategy

• Start with single property manager within a company
• Demonstrate clear results to initial customer
• Leverage success to expand within same company's portfolio
• Current metrics: 130 property managers at ~$300/month ($450k ARR)

Expansion Methods

• Internal referrals
  • Property manager refers to other properties in their portfolio
  • Referrals to other regional property managers within company

Value Demonstration Strategy

• Auto-generate initial tours before full implementation
  • Scrape website for images and information
  • Create mock video using Flux technology
  • Build demo tour to show value proposition
• Prove value through lead segmentation
  • Show high-intent leads coming through tour system
  • Demonstrate improved lead qualification

Results That Drive Referrals

• 4x increase in number of tours
• 3x increase in prospect engagement
• Higher quality leads that convert better
• $300k-500k additional lease value per property

Customer Acquisition Channels

• Cold email outreach
• Internal referrals
• Demo-first approach showing auto-generated tours
• Focus on proving value before full implementation

This land and expand approach allows Tour to grow efficiently within existing customer organizations rather than constantly seeking new logos.