Freemium Summit Aaron Levie

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Freemium Summit Aaron Levie

  1. 1. the audacity of freemium, in the enterprise. by Aaron Levie
  2. 2. who’s ready to talk about freemium?
  3. 3. what does box.net do?
  4. 4. we weren’t always ‘freemium’
  5. 5. those were the two most profitable months we’ve ever had
  6. 6. “ you’re crazy to give this away for free” in 2005, an early investor said: … and then he referenced pets.com
  7. 7. “ think about the cost of storage, bandwidth, support, operations, and blah and blah and blah…”
  8. 8. he was right and wrong he was already a billionaire, so it didn’t really matter
  9. 9. the times have changed amazon s3, google, outsourcing, Ycombinator, and so on
  10. 10. a free trial is not enough (unless you’re selling to the CIA)
  11. 11. fundamentally, happy customers will pay you
  12. 12. technology decisions are now being made by users, not management don’t put up a wall in front of them
  13. 13. here’s why you’d be crazy not to give out your software for free
  14. 14. lower friction = faster traction  hook them early and get their data
  15. 15. high marketing leverage  your users are your marketers
  16. 16. it forces you to make a much, much better product  you can’t just be larry ellison
  17. 17. sales will love you  only talk to people that want your product
  18. 18. reach traditionally impenetrable markets  your product will seep into new ecosystems
  19. 19. if they don’t want to pay, they don’t have to leave  only lose customers to yourself
  20. 20. just to be fair, a few reasons why freemium sucks 
  21. 21. sales will hate you  for the same reason they love you
  22. 22. delayed gratification  some users take years to pay, most never at all
  23. 23. lower commitment  smaller barrier to entry means smaller barrier to exit
  24. 24. free = cheap & insecure  no one ever got fired for buying IBM
  25. 25. in conclusion google wants to destroy you

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