SaaStr published guidance for B2B SaaS companies that have closed a few larger deals but still close mostly smaller ones and want to increase the share of enterprise contracts.
The article states that going upmarket requires specific hires, process changes, and infrastructure investments, according to [SaaStr](https://www.saastr.com/5-tips-to-closing-more-bigger-deals/).
SaaStr recommends hiring a CRO or VP of Sales who has previously sold at the company's target high-end price point.