This document summarizes the findings of an analysis of the free trial, freemium, and pricing models of 550 enterprise SaaS companies conducted in February 2012. The analysis found that 44% offered a free online trial lasting an average of 30 days, while 17% offered a freemium version. Pricing was typically listed on websites, with median pricing of $25 per user per month for entry-level packages and $275 per user per month for high-end packages. The document provides these benchmarks to help companies understand common SaaS sales and pricing practices.

1. 2012
SaaS Free Trial,
Freemium and
Pricing Benchmark
Based on the analysis of
550 SaaS Companies

2. How we got this data
We analyzed the websites of 550
Enterprise SaaS companies in
February 2012 and recorded all
publicly available information on
their free trial and freemium
offerings as well as their pricing
model and pricing level. Then we
summarized the findings for the
group as a whole.
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3. What’s in this document
This data forms an interesting
benchmark of the state of the union in
terms of using a free trial, freemium
and what are the current common
practices in terms of pricing. Hopefully
it will be as useful for you as it has
been for us.
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4. The Consumerization of B2B Sales
550
B2B SaaS Companies
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5. Sales Models
17%
Offer Freemium
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6. Mainstream
44%
Offer a Free Online Trial
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7. Trial Duration
41%
Offer 30-day free trial
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8. Also Popular
18%
Offer a 2-week free trial
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9. Other Options
4% 1 week
1% 10 days
1% 45 days
2% 60 days
1% 6 months
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10. Even Better
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11. Transparency
41%
List pricing on their site
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12. Scalability
46%
Have “per user” pricing
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13. Land and Expand
Number of users
Price per users
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14. Median Price per User per Month
Entry Level High End
$25/user $275/user
$1 - $1,068 $1 - $25,000
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15. Even Better
Aligned with Customer Success
Not active = No charge
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16. Resources – Learn More…
• Other Studies and Resources by Totango:
• Infographic and blog summarizing this study (feel free to embed)
• 2011 SaaS Metrics Survey
• 2012 SaaS Free Trial, Freemium and Pricing Benchmark (this report)
• 2012 SaaS Customer Engagement Benchmark Report
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17. Among Totango Customers
Over 1 million businesses analyzed
Prospects and users of our customers
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18. Try Totango, Free
www.totango.com
dominique@totango.com
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