Consumer Freemium vs.
Enterprise Freemium
Lessons learned from YouSendIt.com

Ranjith Kumaran
Like everything, Freemium
businesses evolve (or die).
100 free consumer senders
= 500 free recipients

500 free recipients
= 100 new free senders



100 new free senders
= 4 pa...
20 acme.com senders
= 80 acme.com recipients

100 total acme.com users
= 10-100% of Acme SMB

>10% penetration
= inbound f...
An engaged
consumer is
a likely buyer.
Not all engaged
enterprise users
can make purchase
decisions.
Consumers are
happy buying for
themselves online.
Businesses are
happy buying
for groups after
talking to a
human.
Retaining
consumers
is (relatively)
hard.
Enterprise
renewals are
opportunities
for up-sell.
Every consumer is
a professional.
Every professional is a consumer.
@ranjithkumaran
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Freemium Summit Ranith Kumaran

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Freemium Summit Ranith Kumaran

  1. 1. Consumer Freemium vs. Enterprise Freemium Lessons learned from YouSendIt.com Ranjith Kumaran
  2. 2. Like everything, Freemium businesses evolve (or die).
  3. 3. 100 free consumer senders = 500 free recipients 500 free recipients = 100 new free senders 100 new free senders = 4 paid subscribers
  4. 4. 20 acme.com senders = 80 acme.com recipients 100 total acme.com users = 10-100% of Acme SMB >10% penetration = inbound from Acme
  5. 5. An engaged consumer is a likely buyer.
  6. 6. Not all engaged enterprise users can make purchase decisions.
  7. 7. Consumers are happy buying for themselves online.
  8. 8. Businesses are happy buying for groups after talking to a human.
  9. 9. Retaining consumers is (relatively) hard.
  10. 10. Enterprise renewals are opportunities for up-sell.
  11. 11. Every consumer is a professional.
  12. 12. Every professional is a consumer.
  13. 13. @ranjithkumaran

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