SaaStr

AUGUST 5, 2019

But be aware of the trade-offs to focusing on this as your core KPI on a free trial / freemium funnel. The post How many people maintain their subscription services after the free trial? Working to improve conversions of course, in isolation is good. View original question on quora. appeared first on SaaStr.

Service 67

Service Conversion Growth Product 67

Hubspot

NOVEMBER 14, 2023

The future is self-service, and salespeople must adapt. 83% of sales professionals say that when they speak to prospects for the first time, they are already "very" to "somewhat" knowledgeable about their product or service. How can salespeople provide value beyond what a prospect can find on their own?

Consult 66

Consult Drivers/motivators B2C Education 66

SaaStr

MAY 19, 2021

For those to average to 107%, NRR is likely around 85% for self-service and < 10 seat deals (about the same as Squarespace ). Like Atlassian, Monday waited to launch a Free plan and hasn’t traditionally been a freemium play. Not all SMB leaders have to be freemium to win. #7. The remaining 35% is from smaller deals.

Legal 144

Legal Cross-sell Government Launch 144

SaaStr

JULY 5, 2022

By moving from Freemium to “Contact Me” only (albeit with transparent pricing), sales went way, way up. Let’s take a few look at some public companies as examples: Asana: at $250m in ARR, 60% of their customers were still self-service , despite going more and more upmarket. And it worked.

Sales 119

Sales Engineering Growth Price 119

SaaStr

NOVEMBER 15, 2020

The lure of freemium (like The Force) is strong. Yes, Twilio started off as self-service. Yes, Twilio started off as self-service. And Box’s revenues are now 99% through the sales team, from 0–1% when it started as a pure freemium product. No headaches. Customers try and buy all on their own. Like magic. For a while.

Cross-sell 134

Cross-sell Negotiate Sales Outside Sales 134

SaaStr

OCTOBER 26, 2022

That’s Freemium at scale. We had a classic SaaStr post sharing how it can take 50 million free users to make freemium really work, and Wix’s math ties to it. I hope that doesn’t impact service, but I worry. Despite being freemium, Wix’s business model isn’t hyper efficient. 5 Interesting Learnings: #1.

E-commerce 90

E-commerce Cross-sell Growth Price 90

SaaStr

JANUARY 23, 2021

Over 3m+ sites and services use Cloudflare, and then 736 of them end up paying $100k+. Even with a freemium model, sales & marketing expenses are still “normal” at 45% of revenues. Freemium can help a lot with efficiency, but the impact isn’t always as dramatic as we might expect.

Cross-sell 114

Cross-sell Growth Up-sell Start-ups 114

Martech

SEPTEMBER 16, 2022

Salesforce unveiled an array of new automation features for its marketing, commerce, service and sales offerings this week. For example, a company could attract freemium software users with a personalized enterprise software upgrade journey across video, email and mobile. Dig deeper: Salesforce launches pilot NFT cloud.

Retail 93

Retail Technique Sales Launch 93

SaaStr

JANUARY 23, 2021

Over 3m+ sites and services use Cloudflare, and then 736 of them end up paying $100k+. Even with a freemium model, sales & marketing expenses are still “normal” at 45% of revenues. Freemium can help a lot with efficiency, but the impact isn’t always as dramatic as we might expect. #5.

Growth 104

Growth Up-sell Start-ups Product 104

SaaStr

APRIL 29, 2021

Freemium and self-service are great and you and I love to buy products that way. Squarespace is IPO’ing at $700m+ without a salesteam, all freemium. Can some services scale > $299/month without salespeople? And making sure they take that jump. And yes, there is a bit of friction between those 2 parts of the job.

Commission 109

Commission Legal Contact Closing 109

SaaStr

DECEMBER 19, 2019

Freemium remains the source of 60% of HubSpot’s customers, even at almost $1b in ARR. There are many cases of freemium’s contribution slowing down (e.g., But Hubspot, Zoom and others have challenged the idea that freemium can’t scale well past $1b in ARR. This is less common in SaaS.

Cross-sell 131

Cross-sell Price Growth Up-sell 131

Salesforce

MAY 25, 2023

It’s an approach that Gartner predicts 95% of software-as-a-service (SaaS) providers will use by 2025 for new customer acquisition. Once a target account signs up for a free trial or “freemium” version, you begin their seamless onboarding experience. What customer types would be best served by a freemium model?

Growth 98

Growth Product Customers B2B 98

SaaStr

APRIL 28, 2019

As part of our new 5 Interesting Learnings series, here are a few: Freemium continues to scale for Slack, but now more as a lead gen tool. Many folks think that Freemium has a natural ceiling, and perhaps sometimes it does. Slack notes this is now the primary value of self-service (lead generation vs. direct conversion).

Contract 111

Contract Lead generation Growth Service 111

SaaStr

FEBRUARY 19, 2021

Halligan: “Marketers like services. You can very easily get wrapped up in doing all of these services. We could have easily built a giant services company. Dharmesh and I knew a lot about services and a lot about how to do SEO and content marketing. Can you do our social media posts?

CRM 109

CRM Up-sell Technique Start-ups 109

SaaStr

MAY 28, 2021

Vimeo is certainly an interesting web service, and we’re excited to have CEO Anjali Sud presenting at 2021 SaaStr Annual Sep 27-29 in SF Bay Area! self-service subscribers at an average of $214 year, paired with 3,300 enterprise customers that go through the sales team that pay $22,000 a year on average. It has both (x) 1.5m

Growth 111

Growth Service B2B Up-sell 111

SaaStr

JANUARY 3, 2021

It was clear to me that our freemium offering, priced at from $0 to $19/month, couldn’t really support a traditional inside sales team. First, if you don’t service those $1k ACV leads, you are wasting them. One question I struggled with a lot in the early days was what price points supported inside sales reps.

Product 132

Product Inside sales Price Closing 132

Hubspot

MAY 5, 2023

If a prospect feels confident about your product or service, it becomes much easier to pull the trigger. For instance, consider providing additional services or perks, such as extended free trials or complimentary tech support. Another option is the freemium model , which divides users into a free or premium tier.

Profit margin 72

Profit margin Objectives and Key Results Cross-sell Pitch 72

Partners in Excellence

SEPTEMBER 15, 2022

My inbox is filled with emails with people pitching their products and services. Most are about products and services that are not applicable to our business—we don’t manufacture anything, so I’m really not interested in supply chain management solutions. But maybe even that is overthinking it.

Customers 84

Customers Manufacturing Pitch Promote 84

SaaStr

OCTOBER 25, 2021

. “Unless your product has a huge TAM to cast your net in, no-touch onboarding, and an obvious first “wow” moment you’re trying to reach, free trials and/or freemium pricing does not work well.” A good reminder that Freemium doesn’t really work as a business model without a mass-scale product.

Price 117

Price Contract Referrals B2B 117

Hubspot

MAY 28, 2019

The concept of price elasticity helps you understand if your product or service is sensitive to price fluctuations. Many can and should be combined when setting prices for your products and services. A cost-plus pricing strategy focuses solely on the cost of producing your product or service, or your COGS.

Price 95

Price Retail Profit margin Gaming 95

SaaStr

APRIL 6, 2019

Viral and freemium works at scale for Zoom – still. Many will tell you freemium and viral don’t scale in SaaS, that they peter out. Viral and freemium are key to Zoom’s capital efficiency. But if you can find a way to go upmarket and still service the SMBs, too — magic can happen.

Contract 95

Contract Growth Engineering Start-ups 95

SaaStr

DECEMBER 7, 2020

You go to a web service. And the “problem” with this is that so many SaaS entrepreneurs, especially those coming into sales and SaaS for the first time, and/or with a bias toward freemium-type products … design for the 15%. Because they provide 85% of the world a very valuable service. What do you do?

Contact 145

Contact Price Up-sell Service 145

Partners in Excellence

JUNE 19, 2022

They may be semiconductors, parts, medical devices, hardware technologies, networking platforms, consumer products, services of all kinds, sanitation products, and the list goes on. And while some sort of “freemium” is key to PLG, how to we adapt some of the principles in a non freemium world.

Manufacturing 68

Manufacturing Quota Growth User Experience 68

SaaStr

JANUARY 6, 2021

So let’s take a look at 5 Interesting Learnings at ~$800,000,000 in ARR: Box went enterprise well over a decade ago, but 45% of its revenue is still from SMBs, Mid-Market and Self-Service. 9% of sales are non-sales driven, which means almost $80m of ARR is still basicaly freemium / self-service. This surprised me a bit.

Growth 114

Growth Price Service Product 114

Sales Hacker

MARCH 5, 2021

After noticing that some of these profiles match your ideal buyer persona are complaining about a competitor’s feature or asking questions related to your product/service, you can refer them to your sales team, who can then reach out to warm leads before they get picked up by a competitor.

B2B 98

B2B Pipeline Sales Referrals 98

SaaStr

JUNE 20, 2021

That’s why they offer freemium-style, self-service models for customers who want to try the product out. To prove their value and validate their pricing, they examine their customer’s resulting ROI and point to how Klaviyo directly influences their higher returns.

Objectives and Key Results 119

Objectives and Key Results Price Retail Consult 119

Martech

AUGUST 10, 2022

Service-level agreements (SLAs). 24/7 service vs. standard business hours). Will that freemium offer carry over during the next renewal? That said, the wording in a contract or master service agreement won’t change. . Further, while annoying, processing fees aren’t unheard of. Then, time goes by.

Contract 104

Contract Contact Price Legal 104

PandaDoc

MARCH 9, 2024

There’s also a freemium plan that lets you create up to 10 boards per workspace. Pricing : Paid plans begin from $11/user/month, with add-on services costing extra. They also offer a freemium plan that allows up to a 60-minute duration limit for meetings. Automatically receive meeting reminders and updates in Slack channels.

Legal 52

Legal Price Meeting Territory 52

Hubspot

AUGUST 3, 2023

Consider a Freemium Model If we’re looking into what makes a successful AI product sale, it makes sense to look at ChatGPT, which gained one million users within five days of launch. A freemium model may help your sales personnel reach a wider audience, those who don’t quite have the budget or need to be persuaded by what your tool can do.

Product 62

Product Sell Cross-sell Education 62

SaaStr

FEBRUARY 1, 2022

60% of Asana’s customers come from self-service, 40% from sales. Vimeo has an interesting blend of self-service / freemium revenue and sales-driven larger deals. If you read the list of learnings, you may well find a few to learn from. And that challenge some of your assumptions on how to scale. It has both (x) 1.5m

Contract 139

Contract Cross-sell Price Growth 139

SaaStr

MAY 12, 2019

Especially on how bigger deal sizes can work with free, freemium, self-service, etc. Free and freemium and self-service can work in $100k+ deals. Fastly isn’t quite as well known as the others in this 5 Interesting Learnings Series — Zoom, Slack, PagerDuty, etc.

Contract 85

Contract Engineering Price B2B 85

Search Engine Land

SEPTEMBER 1, 2023

You want to uncover those hidden gems with a high search volume that align with your products, services, or industry. Here are a few to consider: Here you can see the average number of times per month each keyword is searched in the Volume column to assess what keyword you might like to go after with your metal roofing service page.

Objectives and Key Results 135

Objectives and Key Results UX Niche Engineering 135

SaaStr

OCTOBER 5, 2022

But its expanding into Sales, Service, CMS and Ops that has fueled the second wave of growth at almost $2B in ARR. HubSpot was later to Freemium than some, but has embraced it. As you can see below, if HubSpot had “merely” stayed a marketing automation solution, it still would be $1.1B in ARR growing 30% — not bad.

Growth 108

Growth Up-sell Clients B2B 108

SaaStr

FEBRUARY 7, 2024

The problem is most companies think self-service and product-led sales (or product-led growth) will be cheap, but most PLGs aren’t really self-service because they need to eventually scale into the Enterprise, which requires an outbound team. What are some strategies Gonto uses to create a positive product-led sales experience? .”

E-commerce 92

E-commerce Referrals Growth Quota 92

Hubspot

AUGUST 22, 2022

Selling by offering a solution rather than pitching a product/service is key to sales pros. One way to make the sales process more efficient is by offering prospects solutions rather than simply pitching your product/service. Another way to win market share is offering a freemium version of your product/service, or a free trial.

Cross-sell 59

Cross-sell B2C CRM Quota 59

SaaStr

FEBRUARY 9, 2024

From a Go-To-Market perspective, Zapier uses a hybrid model that involves a combination of freemium offerings, subscription plans, and partnerships. Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service. At the same time?

Go To Market 106

Go To Market Growth GTM Product 106

Hubspot

OCTOBER 24, 2022

Instead, sales professionals say the optimal time is after successfully meeting your client's goals, followed by when you identify an issue that your product or service can solve. Take a look: Leveraging free trials and freemium models. For example, pitching additional products during the initial discovery call isn't the best approach.

Cross-sell 51

Cross-sell Drivers/motivators CRM Sales 51