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Dear SaaStr: Should We Charge for Pilots and How Much?

Jason Lemkin · SaaStr Free Intermediate

A direct answer to the exact question in the title: yes, charge for pilots, and here's roughly how much. Jason Lemkin argues that an unpaid pilot is really just an extended demo, and that even a modest fee changes how much attention and honesty you get back from the customer. Read this if you need a straight answer, not a framework.

• An unpaid pilot is an extended demo, not a real test
• Charge something meaningful enough that the customer feels it
• A paying pilot customer gives you more honest feedback than a free one