Making Freemium Work in B2B
This session explores how B2B companies use freemium models without letting cost-to-serve or conversion rates spiral. It covers segmentation, gating strategy, and expansion paths that turn free usage into a sustainable acquisition and monetization engine.
Key Takeaways:
1. A Freemium model is one where you have a free version of your product to attract a large pool of free users, and then you attempt to upgrade these free users to a paid version.
2. Free Trials are more traditional in B2B, but Freemium is becoming more common due to the increased prevalence of PLG
3. To make Freemium work you need (a) a large potential user base, (b) the ability to provide compelling value at a user level, and (c) a low unit cost to serve
4. There are 5 best practices for Freemium in B2B:
5. There are multiple ways to constrain your freemium offerings:
6. Building the right freemium strategy requires a deep understanding of your customer segments
Recording
Slides
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Slides
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Transcript
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This session explores how B2B companies use freemium models without letting cost-to-serve or conversion rates spiral. It covers segmentation, gating strategy, and expansion paths that turn free usage into a sustainable acquisition and monetization engine.
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