Top 10 Learnings about BtoB Free Trial

Viewed on with Tomasz Tunguz.

Tomasz Tunguz, a venture capitalist with Redpoint Ventures, attended SaaStr, and this article summarizes his presentation there on the research data report he co-authored.

Tunguz and Chase received an impressive 600 corporate responses to their survey on Software as a Service (SaaS) companies’ experiences with free BtoB product trials.

The survey largely validates that trials remain a hugely effective sales tool: between sixty and eighty percent of respondents, depending on the annual licence amounts, reported that use of a free trial led them to transition to an annual licensing contract.

Lengths of free trials do not appear to impact sales conversions, though 14-day free trials were most common, according to the survey.

This article summarizes the BtoB free trial best practices to maximize customer on-boardingand customer satisfaction.

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