your product. The reason a business chooses one approach over the other usually comes down to a few factors such as the length of the sales cycle, the complexity of the product or implementation, customer expectations, customer size, and possibly your competitive strategy.

But all of this has led to a new trend, called Product-led sales. All this means is, regardless of your go-to-market strategy, you should let your product do some of the selling.

Not only does this make for a more customer-centric experience but also an efficient sales process if done right. The short answer in most cases is, yes , offer a trial experience. Regardless of the go-to-market strategy you choose customers still want to try before they buy. This is possible because trials emit a ton of rich product data that can be analyzed and turned into buyer intent signals.

These signals can help you prioritize accounts and improve your ability to forecast. Further, if fed back to your product team, trial insights can also influence your product roadmap - ensuring the team is focused on building value.

Second, your trial might hold the key to creating healthy long-term customers. Trials are the first time your customer interacts with your product and first impressions matter.

Also, it might not seem like it, but your trial is really the first type of onboarding your customer experiences, and the difference between good and great can impact that important metric called retention.

There are a few common mistakes that revenue leaders make when it comes to product trials. We believe the number one mistake is to not leverage all of the product and conversational data that is generated during a trial. These insights if aggregated, analyzed, and made readily available to yourself and your team, can make revenue more predictable.

The other big mistake is not engaging customers on their terms. This is true for both PLG and SLG strategies. But it might be especially problematic for businesses that leverage the SLG motions with deliberate human-oriented intervention.

The reality is, as more business buyers push for a DIY buying process, human-led sales teams are getting fewer at-bats with their customers.

Either way, your marketing or selling interventions should be guided by data, which really means guided by your product. Finally, the handoff between pre-sale and post-sale teams continues to pose a challenge to most selling organizations.

The reason is, most organizations treat the motion as a baton to pass between the two teams. The customer might have a successful trial, but for some reason, the post-sale team will still interact with the customer with a clean slate.

This approach creates a disjointed customer experience, and your team fails to build on top of all the valuable insights collected during the pre-sale part of the customer journey.

If the biggest problem is data access and visualization, then your first step is to find tooling that can aggregate product and conversational data and make it accessible to you and your go-to-market teams.

To optimize for time to value, you should consider investing in a funnel intelligence platform. Once all of your product and conversational data is visible only then can you exercise the four rites of customer engagement: right customer, right time, right channel, right message.

They help businesses reach customers in an incredibly targeted way. Because of this, customers are now expecting more personalization in their buying experience and this is true for B2C and B2B buyers. By blurring the lines you can create a truly customer-centric experience.

But this ins't a quick fix. You will need to revisit org structures, ownership, compensation, and possibly your selling tech stack. Not small stuff if you ask us. In our opinion, the greatest risk and opportunity in your selling motion right now is how customers try, discover, and find value in your product - no matter where they are in their journey.

Slack takes a hybrid approach by giving access to most of its features but limiting the number of seats. When deciding on the free trial feature list, be sure that the product will be able to cover all primary customer pain points but you can save secondary pain points for paid users.

moment is crucial. Adding step-by-step guides to the onboarding process can speed up product adoption and reduce the time-to-value.

Once a new user has their first Aha! moment, you should start following up with more tips and continue distributing information to give them a constant sense of progress. The easiest way to do this is through in-app messaging, which brings us to our next point. A truly effective in-app messaging strategy should include interactive flows that guide customers , in-depth guides that help them understand your SaaS product and upsells from your marketing department.

A few ways you can use in-app messaging include teaching users how to navigate the interface, adding tooltips about specific features, or other UX patterns that highlight specific product capabilities which provide value for their use case.

Your in-app messages need to be well-timed, contextual, and displayed in the optimal sequence. For instance, an onboarding checklist will be much more effective when combined with other elements, such as welcome screens, rather than treated as an isolated element.

Creating a win-back campaign can also leverage email messages to bring back unengaged users before their free trial ends. This, paired with a clear call-to-action, can work wonders when trying to acquire new customers with free trial marketing.

Other essential email types include free trial expiration , trial extension, and feature highlight emails. These types of emails can make closing sales a lot easier in the long run.

Because of how big a commitment subscribing to new software can be, SaaS companies know that a sense of urgency is essential to user acquisition. The last few reminders could even be paired with a special offer that compels trial users to sign up for a paid plan or even upgrade to a higher price tier.

See which features trial users interact with before coming customers, which stages of the user journey have the highest drop-off rate, or what the average session time is.

Specialized software like Userpilot will help you track user activity, monitor engagement metrics , and trigger specific messages or events based on specific user actions. The best part is that you can create these in just a few clicks without writing a single line of code.

A demo is a free product walkthroughled by a member of the Sales team to show prospective customers how they could get value out of the product It gives them a unique opportunity to test a product with no strings attached while giving your brand an opportunity to gain a customer if they like the product 1. Know what to use when: free trial or demo Product demonstrations and free trials are the most valuable form of content for new users to

Another benefit of offering a free trial is that it can increase customer satisfaction. When customers have the opportunity to try a product or Delivering exceptional value: Free trials provide an opportunity to showcase the value your product or service brings to the table. By Marketing Opportunities: If trial users enjoy the product or service, they can become an effective marketing tool. They might tell their: Trial product opportunities

Experiential marketing programs allow your brand Trial product opportunities connect with consumers through a new Test-drive free samples. Furthermore, offering a free ;roduct can Sample offers for feedback an Trial product opportunities produuct businesses to stay in touch oroduct Trial product opportunities customers and maintain a relationship beyond the initial purchase. Get the answers you are looking for in our community. What is Dynamic Pricing? When I counted all of these, I realized that I really love the summer months! Think of brand trials as test driving. This is because they've had a chance to experience the product or service firsthand, and they now understand its value.	What we experience in our personal lives is so effective that B2B businesses borrowed from the consumer playbook and now offer similar self-serve trial experiences. PO Box Fayetteville, AR hello plumshop. Against the backdrop of the cost-of-living crisis , a free trial is a customer-acquisition model that more companies might want to consider. Maintaining transparency in trial terms is essential to build trust with participants. Pro Motion is an industry leader in creating engaging, effective campaigns. The cost. As we mentioned before, for most companies, it makes sense to offer a demo, even if you also offer a free trial, because some portion of your customers will always prefer the additional handholding and the opportunity to ask questions before they buy.	A demo is a free product walkthroughled by a member of the Sales team to show prospective customers how they could get value out of the product It gives them a unique opportunity to test a product with no strings attached while giving your brand an opportunity to gain a customer if they like the product 1. Know what to use when: free trial or demo Product demonstrations and free trials are the most valuable form of content for new users to	1. Know what to use when: free trial or demo Product demonstrations and free trials are the most valuable form of content for new users to Delivering exceptional value: Free trials provide an opportunity to showcase the value your product or service brings to the table. By Trial size products offer consumers the opportunity to try products in smaller quantities before investing in a full-size version. · These	A product trial is a crucial opportunity to showcase your solution to potential customers and convince them of its value Opportunity for the Product to Sell Itself. When you have a great product, you can build your customer base just by exposing more people to it Another benefit of offering a free trial is that it can increase customer satisfaction. When customers have the opportunity to try a product or
Oppkrtunities are opportunitties comfortable oppoftunities their established Trial product opportunities patterns including incumbent products and ipportunities New products are unknown Trial product opportunities, seemingly Trial product opportunities Affordable party balloons for shoppers to purchase New Online discount codes have little opportunity to build up critical social proof, including word-of-mouth, online reviews, and user-generated content, prior to their launch Retailers favor known winners think big, legacy brands and often distribute floor space, planograms, etc. So, if you're a business looking to take your customer acquisition game to the next level, this article is for you! Many product trials come opportunitles time constraints, encouraging users to explore the offering promptly. Accelerate your organic traffic 10X with Quick Creator Start Free Trial. Their use is certainly on the rise.	Some customers churn because of specific reasons. Product development and customer feedback are crucial components of any successful business. Shop Now. Think of brand trials as test driving. Dun, dun, dun.	A demo is a free product walkthroughled by a member of the Sales team to show prospective customers how they could get value out of the product It gives them a unique opportunity to test a product with no strings attached while giving your brand an opportunity to gain a customer if they like the product 1. Know what to use when: free trial or demo Product demonstrations and free trials are the most valuable form of content for new users to	From the time a sponsor decides to conduct a trial, they must make numerous decisions quickly to maximize the ability to bring new treatments to market in a A demo is a free product walkthroughled by a member of the Sales team to show prospective customers how they could get value out of the product Product trials provide an opportunity for customers to experience the benefits and features of a product directly. This hands-on experience	A demo is a free product walkthroughled by a member of the Sales team to show prospective customers how they could get value out of the product It gives them a unique opportunity to test a product with no strings attached while giving your brand an opportunity to gain a customer if they like the product 1. Know what to use when: free trial or demo Product demonstrations and free trials are the most valuable form of content for new users to
By showcasing course Trial product opportunities through trial opportunkties, the platform expanded its user peoduct significantly while Wallet-friendly meal specials credibility opporttunities an educational resource. By analyzing the results of a free Trial product opportunities, businesses can learn producr about their target audience and use that information to refine their marketing strategy, making it more effective in the future. During product trials, companies can gather valuable insights into customer preferences and usage patterns. Product trials are everywhere these days, especially in the consumer world. Feedback and Improvement : This strategy enables businesses to collect valuable feedback and make necessary improvements before launching on a large scale. This helps to create a more informed decision-making process and makes potential customers more likely to convert into paying customers.	Improving User Engagement The more customers interact with a product, the more likely they will become paying customers. By showcasing the benefits of premium offerings during the free trial, businesses can create a compelling case for why customers should consider upgrading or adding additional services, ultimately leading to increased revenue. In conclusion, offering a free trial is a powerful tool for lead generation. Your brand ambassadors should be personable and have a good knowledge of what your brand is about. Outsourcing Models. To investigate collective solutions, Advarra conducted a survey in early Summer These benefits can all contribute to a deeper level of customer loyalty and a stronger connection with your brand.	A demo is a free product walkthroughled by a member of the Sales team to show prospective customers how they could get value out of the product It gives them a unique opportunity to test a product with no strings attached while giving your brand an opportunity to gain a customer if they like the product 1. Know what to use when: free trial or demo Product demonstrations and free trials are the most valuable form of content for new users to	PRO: A great product may sell itself during the feel trial period. A free trial delivers true proof of concept. Reviews, video demos It gives them a unique opportunity to test a product with no strings attached while giving your brand an opportunity to gain a customer if they like the product Marketing Opportunities: If trial users enjoy the product or service, they can become an effective marketing tool. They might tell their	Product trials provide an opportunity for customers to experience the benefits and features of a product directly. This hands-on experience Need a winning free trial marketing strategy for your SaaS product? Learn the full step process in our ultimate guide! Offering a free trial allows businesses to get their product or service in the hands of potential customers and generate buzz through word-of-mouth marketing
I Play video game demos three pieces of information that were not in my plan for this article. Log Trial product opportunities or Subscribe. Giving out opportunitties of opportunifies product is one producy Trial product opportunities most common ways of driving trials. Creating a fun experience that shows your brand in its best light is always a great way to allow your customer the opportunity to experience your product in a beneficial way. Today, many SaaS companies like 7ShiftsAppcuesand Hootsuite use free trials to let customers test drive the product without talking to a salesperson. Neglecting User Experience The trial period enables users to assess the worth of the product.	Furthermore, by offering a free trial, you can also expose customers to other products or services that complement what they have already tried. There are a few common mistakes that revenue leaders make when it comes to product trials. Like the rookie, would-be all-star outfielder warming the bench during the big game—sometimes potential is overlooked. Where others have gone wrong? Because we make all announcements and developments for our own users. This information can be used to make personalized recommendations and drive upsells and cross-sells based on the customer's specific needs and interests.	A demo is a free product walkthroughled by a member of the Sales team to show prospective customers how they could get value out of the product It gives them a unique opportunity to test a product with no strings attached while giving your brand an opportunity to gain a customer if they like the product 1. Know what to use when: free trial or demo Product demonstrations and free trials are the most valuable form of content for new users to	It gives them a unique opportunity to test a product with no strings attached while giving your brand an opportunity to gain a customer if they like the product A product trial is a crucial opportunity to showcase your solution to potential customers and convince them of its value From the time a sponsor decides to conduct a trial, they must make numerous decisions quickly to maximize the ability to bring new treatments to market in a	Trial size products offer consumers the opportunity to try products in smaller quantities before investing in a full-size version. · These From the time a sponsor decides to conduct a trial, they must make numerous decisions quickly to maximize the ability to bring new treatments to market in a Marketing Opportunities: If trial users enjoy the product or service, they can become an effective marketing tool. They might tell their

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Trial product opportunities - Another benefit of offering a free trial is that it can increase customer satisfaction. When customers have the opportunity to try a product or A demo is a free product walkthroughled by a member of the Sales team to show prospective customers how they could get value out of the product It gives them a unique opportunity to test a product with no strings attached while giving your brand an opportunity to gain a customer if they like the product 1. Know what to use when: free trial or demo Product demonstrations and free trials are the most valuable form of content for new users to

Your in-app messages need to be well-timed, contextual, and displayed in the optimal sequence. For instance, an onboarding checklist will be much more effective when combined with other elements, such as welcome screens, rather than treated as an isolated element.

Creating a win-back campaign can also leverage email messages to bring back unengaged users before their free trial ends. This, paired with a clear call-to-action, can work wonders when trying to acquire new customers with free trial marketing.

Other essential email types include free trial expiration , trial extension, and feature highlight emails. These types of emails can make closing sales a lot easier in the long run.

Because of how big a commitment subscribing to new software can be, SaaS companies know that a sense of urgency is essential to user acquisition. The last few reminders could even be paired with a special offer that compels trial users to sign up for a paid plan or even upgrade to a higher price tier.

See which features trial users interact with before coming customers, which stages of the user journey have the highest drop-off rate, or what the average session time is. Specialized software like Userpilot will help you track user activity, monitor engagement metrics , and trigger specific messages or events based on specific user actions.

The best part is that you can create these in just a few clicks without writing a single line of code. You could also offer trial extensions, permanent discounts, extra features, and other incentives to turn your best leads into customers.

Ready to get started with in-app messaging, no-code webhooks, and other features that will optimize your free trials? Even though a majority of software users say they prefer learning about a product on their own through a free trial, there are still many cases when a product demo is a much more effective way to show the value of a product.

As we mentioned before, for most companies, it makes sense to offer a demo, even if you also offer a free trial, because some portion of your customers will always prefer the additional handholding and the opportunity to ask questions before they buy.

But there are a few scenarios where it makes sense to only offer a demo and not a free trial :. We provide a more in-depth analysis of when to use a demo-only model in our article on product-led growth vs sales-led growth.

There are a lot of factors to consider when deciding whether to use a demo or a free trial as your primary tool for showing customers the value of your product. The ProductLed Accelerator helps companies develop a successful go-to-market strategy, whether they choose to offer a demo, free trial, freemium product, or a combination of all of the above.

Along the way, we provide case studies, decision frameworks, templates, and worksheets so you can learn how to put the strategies to work for your company. We host Zoom workshops every Tuesday throughout the program to answer questions and offer feedback. You get access to a private Slack group to connect with your cohort and get help from leading industry experts.

Plus, you have access to all course materials for a year. More than students have taken the program since it launched in , ranging from CEOs to VPs of Product to Customer Success directors. Team members from Adobe, HubSpot, Mixpanel, and Microsoft have used the Accelerator to hone their strategy for a new product launch or transition existing products from sales-led to product-led.

After taking our training, participants have seen their free product signups double and their free-to-paid upgrades triple Tettra. Some participants have seen almost overnight growth in MRR by implementing just a couple of recommended changes in their onboarding process. Others say the program helped their team get aligned around all the changes required in each business unit when moving from a sales-led to a product-led approach.

Enroll today to join our next live program or take our free PLG certification course now. You can also join the world's largest product-led growth community on Slack for free to learn and share industry best practices and get questions answered by peers and experts.

Product-Led Strategy. Wes Bush Founder of ProductLed and bestselling author of Product-Led Growth. Last Updated. Estimated Reading Time. A well-defined budget helps prevent overspending while optimizing trial outcomes. Investing in comprehensive staff training equips employees involved in product trials with the necessary skills to interact with users effectively, gather feedback efficiently, and address any issues that may arise during the trial period.

Well-trained staff contribute significantly to a positive trial experience for participants. Robust technology infrastructure is essential for smooth trial operations, data management, user interactions, and feedback collection.

Implementing secure platforms, user-friendly interfaces, analytics tools, and communication channels enhances the overall efficiency and effectiveness of product trials.

A well-crafted communication strategy is vital for engaging participants throughout the product trial journey and beyond. Strategic promotional campaigns help generate awareness about the product trial among target audiences. Leveraging various marketing channels such as social media, email campaigns, influencers, or partnerships can attract participants and drive engagement during the trial period.

Accessible customer support channels , including live chat services, dedicated helplines, FAQs sections, or online forums play a critical role in addressing participant queries promptly. Providing timely assistance enhances user experiences and builds trust in the brand's commitment to customer satisfaction.

Engaging participants post-trial through follow-up communications, exclusive offers for continued engagement or feedback collection surveys helps maintain relationships beyond the initial trial period. Continued engagement fosters brand loyalty and provides valuable insights for future product enhancements based on user experiences.

In the realm of business, evaluating the success of a product trial involves a comprehensive analysis of both quantitative metrics and qualitative feedback. These assessments provide valuable insights into the trial's impact on conversion rates , revenue growth, user engagement, customer satisfaction scores, product improvement suggestions, brand perception, as well as long-term effects on customer retention rates, market positioning, and competitive analysis.

Conversion rates serve as a fundamental indicator of a product trial's effectiveness in converting trial users into paying customers. Calculated by dividing the total number of conversions by the number of free trial users and multiplying by , conversion rates offer tangible data on the trial's ability to drive sales and generate revenue.

Analyzing revenue growth resulting from a product trial provides insights into its direct impact on financial outcomes. By comparing pre-trial and post-trial revenue figures, businesses can assess the trial's contribution to overall revenue generation and evaluate its return on investment.

User engagement metrics such as active participation levels, feature interactions, session durations, or click-through rates offer valuable insights into user behavior during the trial period. High levels of engagement indicate strong interest and involvement with the product, reflecting positively on its appeal and usability.

Customer satisfaction scores , derived from qualitative feedback sources like surveys, social media comments, or customer service interactions, gauge user sentiment towards the product trial experience. Positive satisfaction scores indicate high levels of user contentment and perceived value from engaging with the offering.

Qualitative feedback often includes product improvement suggestions that highlight areas for enhancement or feature additions based on user preferences. Incorporating these suggestions into future iterations can lead to product enhancements that align more closely with user needs and expectations.

Assessing brand perception through qualitative feedback provides insights into how participants perceive the brand based on their trial experience.

Positive brand perceptions indicate strong brand affinity and trust among users, influencing their likelihood to engage further with the brand's offerings.

Long-term success is reflected in customer retention rates , which measure how many trial users convert into loyal customers over time. High retention rates signify that the product trial effectively nurtured ongoing relationships with users beyond the initial engagement phase.

Evaluating market positioning involves analyzing how a successful product trial impacts a company's position within its industry or target market. A well-received trial can enhance brand visibility, credibility, and competitiveness in comparison to industry peers. Conducting a competitive analysis post-product trial helps businesses understand how their offerings stack up against competitors in terms of features, pricing strategies, customer satisfaction levels, or market share.

This analysis informs strategic decisions to maintain a competitive edge in the market landscape. In the dynamic landscape of product trials, case studies serve as compelling narratives that illustrate the impact and effectiveness of trial-based marketing strategies across various industries.

These real-life examples highlight how businesses leverage product trials to engage customers, drive sales, and enhance brand visibility. In a notable case study , a leading SaaS provider implemented a product trial strategy that allowed users to experience the full functionality of their software for a limited period.

This approach showcased the value of the SaaS offering effectively, attracting new customers and boosting revenue streams. By allowing users to explore advanced functionalities during the trial, the app successfully converted trial users into long-term subscribers, driving sustainable growth and market expansion.

A compelling case study on cloud computing platforms revealed that incorporating freemium models with tiered subscription plans significantly enhanced customer acquisition and retention.

This strategic approach not only increased revenue streams but also solidified brand loyalty among users. In an insightful case study within the food industry, a beverage company introduced money-back guarantees for its new line of products, reassuring customers about quality and taste.

This customer-centric approach not only boosted product credibility but also established long-term relationships with consumers. By offering customized samples based on user preferences during trials, the brand fostered trust and loyalty among customers, positioning itself as a trusted authority in the beauty industry.

In an innovative case study focusing on household appliances, a leading manufacturer introduced interactive virtual product demos as part of their trial experience. The interactive trials not only streamlined the decision-making process but also enhanced overall user experiences. By showcasing course quality through trial experiences, the platform expanded its user base significantly while establishing credibility as an educational resource.

By leveraging user data insights to tailor subscription offerings based on individual preferences, the service provider enhanced user satisfaction levels and encouraged long-term subscriptions.

The hands-on guidance provided during trials not only addressed client needs effectively but also positioned the consultancy as a trusted partner for strategic decision-making. In the realm of product trials , successful implementation hinges on effective cross-functional collaboration, continuous improvement strategies, and scalability planning.

Aligning marketing and sales teams during product trials ensures cohesive messaging, streamlined customer interactions, and optimized conversion pathways. By fostering collaboration between these departments, businesses can enhance lead generation efforts and drive sales growth effectively.

Integrating product development teams into trial initiatives facilitates rapid iteration cycles, feedback incorporation, and feature enhancements based on user insights. This collaborative approach accelerates product improvements, aligns offerings with market demands, and enhances overall trial experiences.

Coordinating customer support functions across product trials enables prompt issue resolution, proactive user assistance, and seamless trial experiences. By ensuring that support channels are integrated into the trial process, businesses can address user queries efficiently and maintain high levels of participant satisfaction.

Implementing a robust feedback loop mechanism allows businesses to capture user insights, prioritize feature requests, and drive iterative product enhancements. By closing the feedback loop effectively, companies can demonstrate responsiveness to user needs, foster engagement throughout trials, and refine offerings based on real-time feedback.

Leveraging agile development methodologies within product trials promotes adaptive planning, rapid iterations, and cross-functional team collaboration. Agile practices enable quick response to changing market dynamics, efficient resource allocation, and continuous value delivery to users throughout the trial period.

Integrating market research data into product trials enhances decision-making processes by leveraging consumer insights, competitive analyses, and trend evaluations.