Free Trials Archives - Page 6 of 6 - Customer-centric Growth by Lincoln Murphy

The 7 Secrets to DOMINATING Your Free Trials

November 11, 2011 Article by Lincoln Murphy

In addition to the years I’ve been working with SaaS & Web App vendors, I’ve spent 2011 totally immersed in the business of free and have helped dozens of companies – from super early startups to MASSIVE $B/year companies – completely DOMINATE their free trials. Nothing else I’ve done has produced such AWESOME results – […]

Can You Answer These 15 Questions About Your Free Trial?

October 4, 2011 Article by Lincoln Murphy

SaaS & Web App Vendors: These are 15 Questions About Your Free Trials That You Should Be Able to Easily Answer What are you doing to engage customers BEFORE they sign-up for your Free Trial? How many of your Free Trial sign-ups become active users? What are you doing to increase the number of active users […]

Wait… You Actually WANT to Be Average?

September 6, 2011 Article by Lincoln Murphy

What’s the average conversion rate for free trials, pricing pages, or Freemium with SaaS or Web Apps? There are some fundamental problems with “average conversion rate” which is why people rarely like my standard answer of: “It depends” or my more direct answer of “why, so you can be average?” Look, if you have a […]

Offer a Free Trial of your Web App? Don’t EVER do this…

August 31, 2011 Article by Lincoln Murphy

Are conversions from Free Trial to Paid Customer not as high as you’d like? You work hard at Conversion Rate Optimization (CRO) on the front end (including your Pricing Page), you pay a lot to get people into your Free Trial through advertising, and you just can’t seem to convert enough of them into paying […]

The SECRET to $1M ARR in 6 Months is 9 Customers

August 30, 2011 Article by Lincoln Murphy

It’s easier than you think to get to $1M in annual revenue with your SaaS app. To have a $1,000,000 per year run rate, you need to bring in $2740 per day… roughly. Pardon me if my math is off a bit… this is just one of those posts to get you thinking… your mileage […]

SaaS Affiliate Marketing: Your Virtual Salesforce

August 24, 2011 Article by Lincoln Murphy

One benefit of SaaS Affiliate Marketing is knowing exactly what your Customer Acquisition Cost (CAC) will be! Whether you’ve considered creating an affiliate marketing program for your SaaS or Web App – or not – or even if you currently have one, you NEED to watch my interview with Jack Born. BTW, here are three […]

There are 7 Types of Freemium and Why That Matters…

August 23, 2011 Article by Lincoln Murphy

You think you know Freemium in SaaS? Think again! In 2009 I released the version of “The Reality of Freemium in SaaS” PDF and since then the “Freemium” landscape in SaaS has continued to evolve rapidly. Freemium use in B2B technology / software / SaaS / Web Apps / Cloud (whatever) is evolving and I […]

Why OfficeDrop Went Freemium… and how Mobile Apps forced their hand

August 19, 2011 Article by Lincoln Murphy

Was OfficeDrop forced into Freemium at phone-point? Healy Jones, VP Marketing at OfficeDrop, told me exactly how leveraging mobile apps made Freemium the right strategy for them. Do you prefer to listen on the go? Download the .mp3 audio file (33.7MB) here. Wistia has kindly donated business video hosting to me, which pretty much makes […]

SaaS Distribution and Promotion Resource Guide

December 18, 2010 Article by Lincoln Murphy

I put together this list of my BEST SaaS Distribution & Promotion posts just for you. I hope it helps! How to Get in Front of your Ideal Customers Traffic Hacking: 43 ways to get quality prospects to your site 100 Places to Promote Your SaaS or Web App (Part 1) 100 Places to Promote Your […]

SaaS Pricing Model: Value Metrics Are Key

December 7, 2010 Article by Lincoln Murphy

Your SaaS Pricing Model should be built around what the customer values, which probably means staying away from “commodity” metrics like storage. I find most articles about “SaaS Pricing Model” to be less-than-helpful because they almost always fail to take into consideration the WIIFT of the customer – the What’s In It For Them. Most […]

SaaS Growth Hacking Experts Resource Guide

October 5, 2010 Article by Lincoln Murphy

Growth Hacking isn’t a set of tactics or just about getting cheap traffic to your website… Growth Hacking is a mindset. It’s not just about getting traffic on the cheap; it’s about understanding and exploiting customer behavior, technology, and distribution. Real Growth Hackers use their imagination to pull all of that together to drive growth, however growth […]

SaaS Free Trial: Feature or Time-Limited?

October 5, 2010 Article by Lincoln Murphy

Freemium is free-forever, Free Trials have time limits and the psychology of the two COULDN’T BE MORE DIFFERENT! I got this question from some random person and I thought you might be interested in in my response. Feel free to comment if you have similar experiences and would like to weigh in. Q. What are […]

Web Apps use Customer Support to Increase Revenue

October 4, 2010 Article by Lincoln Murphy

SaaS vendors know getting the sale is just the first step; keeping the customer means keeping them happy and that a happy customer will generate more revenue over time! A client that I am working with on their Pricing Strategy just sent me the following question (you can send me questions, too): Lincoln – This […]

Does Goldilocks Pricing Work for SaaS?

September 15, 2010 Article by Lincoln Murphy

A Pricing Strategy for SaaS built for the sole purpose of nudging customers away from a decoy price to the middle version can work. I was asked for my thoughts on this question someone posted on Quora: “Based on your real-world experiences, does Hal Varian’s ‘Goldilocks pricing’ result in most buyers choosing the middle option?” […]

As SaaS Matures, so will SaaS Pricing

June 21, 2010 Article by Lincoln Murphy

The common SaaS per-user, per-month subscription revenue model is rapidly evolving. From time to time I feel I must remind everyone – buyers, sellers, pundits, commentators, & analysts – that SaaS is not a pricing model or pricing strategy. From the vendor side, Software-as-a-Service (SaaS) is a unique Software Business Architecture where service is the […]

5 SaaS Pricing Mistakes to Avoid

June 11, 2010 Article by Lincoln Murphy

For SaaS & Web App companies, Subscription Revenue is a no-brainer, but doing it right is not! There are many pitfalls Web App & SaaS companies need to look out for when it comes to pricing. If you keep the “Pricing is Marketing” mantra running through your head and “What’s In It For Them?” (them being your […]

SaaS Pricing: Please Learn From the Zendesk Fiasco

May 18, 2010 Article by Lincoln Murphy

It is time for SaaS & Web App startups to sit up and pay attention. SaaS Pricing is very important to your venture but not just to ensure you make a profit or cover expenses. It is so much more than that and you should seek to get it as right as possible out of […]

SaaS Distribution: Time to Change the Channel

May 12, 2010 Article by Lincoln Murphy

Do SaaS products require, or can they benefit from, distribution through a 3rd party? I’ve written in the past about SaaS channels and how most people are doing it wrong, and there seems to be renewed interest in this topic. Unfortunately, things haven’t changed much. Since this is “software” as-a-service, people cannot get away from […]

SaaS, Web Apps, or Just ‘Apps’?

April 20, 2010 Article by Lincoln Murphy

On my last trip to San Francisco I sat down with Matt Childs of DreamSimplicity to talk about the state of SaaS. We shot some video as we talked about how Google & Apple have changed the distribution landscape for SaaS & Mobile making App Stores & Marketplaces a new reality for SaaS vendors and […]

SaaS Pricing: Commodity Metrics and the $240 GB

March 31, 2010 Article by Lincoln Murphy

SaaS pricing strategies that use low-value commodity metrics – like storage – to differentiate tiers force customers to make price comparisons that shouldn’t be made. Updated for 2014 This topic came up with a client who wanted to pass on the storage costs associated with the use of the system to their end-customer. We quickly […]

SaaS Pricing: Versioning for Market Segments

March 5, 2010 Article by Lincoln Murphy

Rags Srinivasan posted a great article titled “The Science of Optimal Versioning in SaaS” to his blog that talks about SaaS pricing. In the article, Rags talks about taking apply SaaS pricing to through different bundles of features at different prices for various market segments. The whole article is great, so I encourage you to […]