Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Top 10 Learning about Free Trials

The results from the Redpoint Free Trial Survey for Saas Companies

Related Books

Free with a 30 day trial from Scribd

See all

Related Audiobooks

Free with a 30 day trial from Scribd

See all
  • Be the first to comment

Top 10 Learning about Free Trials

  1. 10 Learnings About Free Trials Patrick Chase & Tomasz Tunguz
  2. The Survey
  3. 590 Responses 24 Questions 1000+ Lines of Code
  4. 599 Respondents Across ARRs, ACVs, and Customers
  5. Respondents Span Many Different Buyers 16% of Respondents Target Marketers
  6. Goals
  7. Contract Length
  8. Annual Contracts Most Common in MidMarket 80% of Respondents with $15-$50k ACV Use Annual Contracts Predominantly
  9. Stick with Annual Contracts 1
  10. Logo Retention
  11. Two Thirds Retain 80%+ of Logos; One Third Retain 90%+
  12. Larger Customers Churn Less 45% of Respondents Targeting Enterprise Retain 90-100% of Customers/Logos
  13. Strive for 90% Logo Retention 2
  14. Net Dollar Retention
  15. Top Quartile Expand Accounts by 120% or More
  16. Enterprises Expand More than SMBs 34% of Respondents Targeting Enterprise Exhibit NDR of 100%-120%
  17. NDR Target Should be 100-140% 3
  18. Trial Structure
  19. Time-Based Free Trials Most Common 58% of Respondents with ACVS between $15k-$50k Use Time Limited Trials
  20. Reason: Time & Usage Trials Convert Up to 2x Better 12% of Leads in Usage Limited Trials Convert to Paid
  21. Explore Time and Usage Based Trials 4
  22. Trial Length
  23. 14 Day Trials Most Common; 30+ Days Second Most 47% of Respondents With Time Limited Trials Cap Trial Length at 14 Days
  24. But Conversion Rate Same Across Trial Lengths 16% of Leads in 7 Day Trials Convert to Paid on Average
  25. Trial Length Doesn’t Alter Conversion; Shorten It 5
  26. Salespeople
  27. Have Salespeople Contact Freemium Leads75%
  28. For good reason: Salespeople increase conversion 3x 15% of Assisted Leads Convert to Customers for the Median Respondent
  29. Sales Assistance Impact Evident at Every ACV The Median Respondent with 15k-50k ACVs Converts Assisted Leads at 20%
  30. Hire Salespeople to Call Your Leads 6
  31. Conversion
  32. 50th Percentile of Respondents Report 4% Unassisted Conversion 25th 50th 75th 1% 4% 12%
  33. Aim for 4%+ Unassisted Conversion 7
  34. 50% of Respondents Report 15.5% Assisted Conversion 25th 50th 75th 6.8% 15.5% 30%
  35. Shoot for 15%+ Assisted Conversion 8
  36. Activity Qualification
  37. Activity Scoring Effectiveness Decreases with Price 4% of $50-$150k Leads Which Have Been Scored By Activity Convert to Paid
  38. Question Activity Scoring in Enterprise 9
  39. Payment
  40. of Respondents Require Payment Info12%
  41. But the Data Suggests Many More Should On Average Unassisted Leads with Payment Collected Before Trial Convert at 10%
  42. Test Requiring Payment at Outset 10
  43. Summary
  44. Summary 1. Stick to Annual Contracts 2. Strive for 90% Logo Retention 3. Target 100-140% NDR 4. Prefer Time and Usage Based Trials 5. Shorten Trial Length
  45. Summary 6. Hire Sales People to Call Leads 7. Aim for 4% Unassisted Conversion 8. Shoot for 15% Assisted Conversion 9. Question Activity Scoring in Enterprise 10. Test Requiring Payment
  46. tomtunguz.com
  47. Appendix
  48. Contract Length by Buyer - Same!
  49. Net Dollar Retention by Buyer - Same!
  50. Time-Based Free Trials Most Common; Features and Seats Increase with ACV
  51. 50% of Respondents Report 5% Unassisted Conversion
  52. 50% of Respondents Report 15% Assisted Conversion
  53. Conversion Rates by Contract Length - Same!

    Be the first to comment

    Login to see the comments

  • lpatslideshare

    Feb. 7, 2019
  • EvertondaSilva

    Feb. 10, 2019
  • MichaelJGreeves

    Feb. 12, 2019
  • kkruseful

    Feb. 12, 2019
  • ConnorFolley

    Feb. 23, 2019
  • jittarao

    Feb. 25, 2019
  • WatanabeHirokai

    Feb. 27, 2019
  • yoichi

    Feb. 27, 2019
  • chrispretorius

    Feb. 28, 2019
  • NickBoariu1

    Mar. 27, 2019
  • ElliotSedegah

    Jan. 13, 2020
  • JohnHudson66

    Jan. 13, 2020
  • RamBercovitch

    Jan. 14, 2020
  • BennettNoreenMBA

    Mar. 10, 2020
  • zoeysnowy

    Apr. 15, 2020
  • TKSenthilkumar

    Jul. 22, 2020
  • TomaszWaszczyk

    Aug. 10, 2020
  • furusawakei

    Feb. 26, 2021

The results from the Redpoint Free Trial Survey for Saas Companies

Views

Total views

52,441

On Slideshare

0

From embeds

0

Number of embeds

45,357

Actions

Downloads

189

Shares

0

Comments

0

Likes

18

×