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Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
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Based on the principles outlined in Price to Scale, it’s generally more effective during a trial to let users experience full functionality—even for advanced features—while managing usage through limits rather than outright gating them. Here’s why:
• Full Exposure to Value:
Allowing trial users to access advanced features helps them fully understand the value your product offers. As our book emphasizes, gradually familiarizing customers with advanced capabilities is key to unlocking their appreciation and ultimately driving adoption.
• Usage Limits as a Bandwidth Control:
Implementing usage limits, rather than strict gates, ensures that while users experience all features, you still manage resource consumption and protect against potential misuse during the trial. This balance can also direct users toward the right pricing tier when they begin to scale usage.
• Clarity and Consistency in Messaging:
When trial users can see all functionalities, it reduces confusion about what’s available and strengthens the sales narrative. It makes it easier to justify tier differentiation later – something our pricing grids and structured feature listings (discussed in Price to Scale) are designed to support.
In summary, as discussed in Price to Scale, showing full functionality with usage limits during the trial better enables users to recognize the product’s value while maintaining control over resource utilization. This strategy not only assists in driving adoption but also ensures a smoother transition to a paid plan.