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2012SaaS Free Trial,Freemium andPricing BenchmarkBased on the analysis of550 SaaS Companies
How we got this data       We analyzed the websites of 550       Enterprise SaaS companies in       February 2012 and reco...
What’s in this document    This data forms an interesting    benchmark of the state of the union in    terms of using a fr...
The Consumerization of B2B Sales         550B2B SaaS Companies               4/18
Sales Models          17%Offer Freemium        5/18
Mainstream      44%Offer a Free Online Trial           6/18
Trial Duration      41%Offer 30-day free trial            7/18
Also Popular       18%Offer a 2-week free trial             8/18
Other Options 4% 1 week 1% 10 days 1% 45 days 2% 60 days1% 6 months     9/18
Even Better    10/18
Transparency      41%List pricing on their site            11/18
Scalability     46%Have “per user” pricing           12/18
Land and ExpandNumber of users                      Price per users              13/18
Median Price per User per Month Entry Level              High End$25/user               $275/user$1 - $1,068             $...
Even BetterAligned with Customer SuccessNot active = No charge             15/18
Resources – Learn More…•    Other Studies and Resources by Totango:•    Infographic and blog summarizing this study (feel ...
Among Totango CustomersOver 1 million businesses analyzedProspects and users of our customers                   17/18
Try Totango, Freewww.totango.comdominique@totango.com         18/18
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2012 saas free trial, freemium, pricing benchmark

  1. 1. 2012SaaS Free Trial,Freemium andPricing BenchmarkBased on the analysis of550 SaaS Companies
  2. 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. 2/18
  3. 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. 3/18
  4. 4. The Consumerization of B2B Sales 550B2B SaaS Companies 4/18
  5. 5. Sales Models   17%Offer Freemium  5/18
  6. 6. Mainstream 44%Offer a Free Online Trial 6/18
  7. 7. Trial Duration 41%Offer 30-day free trial 7/18
  8. 8. Also Popular 18%Offer a 2-week free trial 8/18
  9. 9. Other Options 4% 1 week 1% 10 days 1% 45 days 2% 60 days1% 6 months 9/18
  10. 10. Even Better 10/18
  11. 11. Transparency 41%List pricing on their site 11/18
  12. 12. Scalability 46%Have “per user” pricing 12/18
  13. 13. Land and ExpandNumber of users Price per users 13/18
  14. 14. Median Price per User per Month Entry Level High End$25/user $275/user$1 - $1,068 $1 - $25,000 14/18
  15. 15. Even BetterAligned with Customer SuccessNot active = No charge 15/18
  16. 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 16/18
  17. 17. Among Totango CustomersOver 1 million businesses analyzedProspects and users of our customers 17/18
  18. 18. Try Totango, Freewww.totango.comdominique@totango.com 18/18
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