saas free trial: everything you have to know
Post on 24-May-2015
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WHAT IS A FREE TRIAL?
Consumers can use the service for free for a limited period of time
Make users perceive the value of your service
Perceived Value
Perceived Cost
Integrated inside the SaaS Sales Funnel
LEAD GENERATION TECHNIQUE
BRINGQUALIFIEDLEADS
Some statistics
• Totango Benchmark• Sample of 550 B2B SaaS Companies • 41% list pricing on their site• 56% did not offer a free trial
Should you have one?
• It’s not obvious!• Does it make sense to have a free trial inside
your sales funnel?
Think about the big picture
Customer Pricing Distribution
Sales Funnel
Onboarding Process …
Should you have one?
• Can your product “sell itself”?• Can the free trial, demonstrate value and
create usage?
Analytics & Optimization
• Consider your whole funnel• Optimize your whole funnel• Test whatever you can, including:– Duration of free trial– Pricing
• Measure Activation (Usage & Revenue)
Acquisition Activation Retention Referral Revenue
Convert users to paying customers
• Demonstrate value – it’s not about price• Discover CCAs: set of actions users are doing
that demonstrates the value of the service• Dig deep into Analytics to discover CCAs• Push users to execute CCAs
Duration
• Free Trial should be – Long enough for users to execute CCAs– Short enough to create scarcity
• Experiment & Test Trial Duration
Repartition of Duration
30-day; 41%2-week; 18%
1-week; 4%60 days; 2% 10 days; 1% 45 days; 1% 6 months; 1%
Totango’s Benchmark - Only 68% of the sample is known
CREDIT CARD AT SIGNUP?
Conversion Rate
Prospects Quality
HAVE A VERY SELF-EXPLANATORY WEBSITE
You can also contact the people that did not complete their payment details
Users did not convert?
• Impossible to get 100% conversion rate• Contact them personally• They’re still prospect, don’t let them down• Make use of– Lead Nurturing– Email Marketing– Retargeting
Alternatives to Free Trial?
• Sandbox demo• Videos• Money-back guarantee• Non-obligation contract
Conclusion
• Try to better understand your customers and the sales cycle
• SaaS Success come with– Analyze and Optimize– Tweaks
Wanna read more?
• Check out the full article• Follow me on my blog
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