Over the Christmas holiday, a Linkedin post from Elena Verna inspired me. Here’s her quote:
A freemium feature set will define your company’s market perception. So the biggest mistake you can make is to put all innovation behind a paywall.
Here’s the thing:
It’s all about psychology. But, unfortunately, we often make the mistake (at least that’s what I see and experience myself) of thinking about Freemium as ‘the bare minimum’ instead of ‘the best minimum.’
Just because something is free doesn’t mean it can’t be valuable. Just imagine what would happen if we’d flipped the thinking: Something that’s a remarkable teaser of what’s beyond the paywall.
Two things will happen:
- Getting a user hooked on one aspect of your solution. That creates a desire for the rest. And that drives urgency and a willingness to pay.
- Sparking word of mouth – users telling their peers about how remarkable they find your SaaS solution. That increases traffic.
So: What if we’d start with surprising new users?
Question for you to reflect upon:
What’s a minimum set of features that you’d bundle to WoW new users? What if you’d make just that capability freely available?
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