{"id":2026,"date":"2019-02-12T12:51:14","date_gmt":"2019-02-12T07:21:14","guid":{"rendered":"https:\/\/pitch.link\/blog\/?p=2026"},"modified":"2019-06-03T13:07:30","modified_gmt":"2019-06-03T07:37:30","slug":"does-free-trials-work-for-saas","status":"publish","type":"post","link":"https:\/\/pitch.link\/blog\/does-free-trials-work-for-saas\/","title":{"rendered":"Does Free Trials work for SAAS?"},"content":{"rendered":"\n

Tomasz Tunguz delivered a session on 10 Learnings About Free Trials at Saastr 2019. Based on a survey with 590 respondents – from single digit ARR to public SaaS companies and a wide variety of price points and customer profiles. 1000+ lines of R code was written to make sense of the data. <\/p>\n\n\n\n\n\n\n\n

My learnings – <\/p>\n\n\n\n

1. that conversion rates are not impacted by trial length. I believed it does (PitchLink offers 90 days). But that belief has to be suspended until further data can be obtained. <\/p>\n\n\n\n

2. At all levels, sales person assisted conversions are 3.5x better. <\/p>\n\n\n\n

3. Most surprising for me : For mid-market and SMB’s requirement of payment info increases conversion by 2.5x. <\/p>\n\n\n\n

\"Does<\/a><\/figure><\/div>\n\n\n\n

Here is what he found: <\/p>\n\n\n\n

1.Annual Contracts Dominate. <\/p>\n\n\n\n

2.Aim for 90%+ Logo Retention. <\/p>\n\n\n\n

3.Target 100-140% Net Dollar Retention. <\/p>\n\n\n\n

4.Time and Usage Based Free Trials Convert Better. <\/p>\n\n\n\n

5.Conversion Rates Aren\u2019t Impacted by Trial Length. Shorten Trial Length. <\/p>\n\n\n\n

6.Salespeople Increase Conversion by 3.5x+. <\/p>\n\n\n\n

7.Target 4%+ Unassisted Conversion. <\/p>\n\n\n\n

8.Target 15%+ Assisted Conversion. <\/p>\n\n\n\n

9.Scoring Leads by Activity May Lead to False Conclusions. <\/p>\n\n\n\n

10.Requiring payment Increases Conversion Rate by 2.5x.<\/p>\n\n\n\n

Top 10 Learnings from the Redpoint Free Trial Survey\nby Tomasz Tunguz https:\/\/bit.ly\/2SfGi7i<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Tomasz Tunguz delivered a session on 10 Learnings About Free Trials at Saastr 2019. Based on a survey with 590 respondents – from single digit ARR to public SaaS companies and a wide variety of price points and customer profiles. 1000+ lines of R code was written to make sense of the data.<\/p>\n<\/p>

Continue Reading<\/span><\/i><\/a><\/div>","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"inline_featured_image":false,"ub_ctt_via":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[68,69],"tags":[],"class_list":["post-2026","post","type-post","status-publish","format-standard","hentry","category-saas","category-what-i-learnt-today"],"aioseo_notices":[],"featured_image_src":null,"author_info":{"display_name":"Subhanjan Sarkar","author_link":"https:\/\/pitch.link\/blog\/author\/subhanjan\/"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/paX7jg-wG","_links":{"self":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/2026"}],"collection":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/comments?post=2026"}],"version-history":[{"count":0,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/2026\/revisions"}],"wp:attachment":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/media?parent=2026"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/categories?post=2026"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/tags?post=2026"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}