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Decides the question on the right axes (product complexity, buyer count, time to value) rather than on ACV alone, and makes the case for sequencing them rather than choosing one forever.
Free Trial vs Demo vs Freemium: The SaaS Decision Framework
From Supademo by Narayani Iyear 12 min read
- Three of four B2B buyers would rather self educate and buy in the product than talk to a salesperson.
- Trials only work when time to the aha moment is short, otherwise the clock runs out before value lands.
- Freemium works in narrow conditions and otherwise strains product and support while removing urgency from the cycle.
- Suggested hybrid path: interactive demo, then free trial, then expansion.
