How long should a free trial be for SaaS products?

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JASON LEMKIN

It doesn’t really matter.

What I mean is, this is one of those things in SaaS that is over-analyzed, as if it will make a magical difference.

The sales team will like a shorter period, often, to help them close a deal that month, to shorten sales cycles. This is the real reason you often see 14 day (vs 30 day) trials — it helps the sales team. And that’s OK. It’s fine.

And sometimes 14 days really isn’t enough to get enough usage out of the product, for sure. Then you make need to make it longer. On a one-off basis, or for all customers, or per edition. Say, 30 days. Which is also fine.

But …

What really matters is engagement. How do you get the prospect to even use the trial period at all? Many customers, for many products, won’t just automatically start on their own. Most prospects aren’t like you and me. They don’t just grab-and-go.

So what’s generally most important is investing in on-boarding, both programmatic and human assisted and driven.

Not arguing over how many days goes into the trial.

View original question on quora

Published on August 14, 2016
  • I’d argue that it’s important for marketing as well – the shorter the trial period, the faster you can test (cause it takes way less time for the leads to go through the pipeline and see whether they convert).

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