How to Offer Both Freemium and Free Trials

January 9, 2012 Article by Lincoln Murphy

I got this question from a SaaS vendor about offering both Freemium and Free Trial options and I wanted to share my response to him with you. UPDATED FOR 2015! Our current app has two pricing tiers – free and paid. Simple pricing has its advantages! We’re coming out with a major redesign of the […]

SaaS Customer Retention: The Secret to Reducing your Churn Rate

January 4, 2012 Article by Lincoln Murphy

When it comes to SaaS Customer Retention, I get questions like this frequently: Hi Lincoln, I’d like to hear your perspective on minimizing churn, especially in an industry with steadily declining prices, Adding more value with a better customer experience and more product functionality to mitigate price erosion and churn helps. Better segmentation. What else? Churn […]

What’s Your Biggest Challenge in 2012?

December 30, 2011 Article by Lincoln Murphy

I believe in moving forward, not looking back. So my question as we go into 2012 is this: What’s Your Biggest Challenge as a SaaS or Web App Vendor in 2012? Is it making your Free Trials more effective at creating customers? Coming up with the right Pricing? How to handle Competition? Whether to go […]

Average Free Trial Conversion Rates… and why they don’t matter

December 28, 2011 Article by Lincoln Murphy

I get asked what the average Free Trial conversion rate is or “what’s a good conversion rate” all the time. But since I’m not an analyst or researcher I don’t have industry-wide data, but even if I did, well… you’ll see. Softletter (the SaaS University folks) on the other hand collects and publishes this type […]

What’s the Ideal SaaS Free Trial Length?

December 27, 2011 Article by Lincoln Murphy

So, what’s the ideal Free Trial period is for SaaS and Web Apps? As you can imagine, I get asked that a lot. Sure, the 30-day Free Trial is common among B2B SaaS & Web App vendors, but there aren’t any rules. And with everything from 14-day to 60-day (and longer) trials appearing frequently I […]

Freemium isn’t just for “Startups with Nothing to Lose”

December 25, 2011 Article by Lincoln Murphy

A common misconception about Freemium is that it is just for startups with nothing to lose. This myth is perpetuated by many of the Freemium advocates whose backgrounds – and current experience – are limited to early-stage, venture-funded startups. Unfortunately, this misconception really misses the point. Freemium is a marketing strategy – or quite often […]

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 […]

My EVIL Method to Reduce SaaS Churn

August 26, 2011 Article by Lincoln Murphy

Want to know how to TRICK your customers into wanting to keep using your product so you can reduce your SaaS churn rate? Well, I’ll tell you exactly what TRICK to use, though… spoiler alert… it’s not really a “trick.” Just keep reading. BTW, what I’m going to tell you got GetResponse an almost instant 15% drop in […]

SaaS Customer Success: Technology Will Fail, but Service Must Never

December 20, 2010 Article by Lincoln Murphy

As a SaaS  company focusing on Customer Success, you are in a unique position to offer proactive support to your customers; anything less is unacceptable! Alternate title: SaaS Vendors Should Learn What NOT To Do from Citrix So, I’m not sure if you heard (you probably did if you follow me on Twitter!), but the […]

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