Lesson objectives
- Compare SaaS acquisition models
- Match a model to product complexity and price
The three models
- Free trial: full access for a limited time. Works when value can be experienced quickly.
- Freemium: a free plan with limits, upgrading for more. Works when free users create value or word of mouth.
- Demo-led: a sales conversation before access. Works for complex, high-priced or multi-stakeholder products.
Many companies combine models - for example a free trial for small teams and demos for larger accounts.
Action steps
- Estimate how long it takes a new user to see value
Checklist
- Model matches time-to-value
- Model matches price point