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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 themes in our SaaS pricing strategy book, Price to Scale, it’s generally not advised to allow multiple free trials from the same company or IP address. Here’s why:
• Targeting Serious Users:
Our book emphasizes that free trial conversion rates are typically very low (around 2–6%). Charging a nominal fee—even a small amount—helps filter out non-serious users. Allowing multiple free trials can encourage trial abuse and make it harder to identify true prospects looking for value.
• Resource Management:
Free trials consume support and operational resources. If multiple trials are allowed from the same source, it can strain your system and dilute focus from genuine conversion opportunities.
• Maintaining Conversion Integrity:
Limiting the trial number (or applying restrictions based on IP or company) protects your conversion metrics. It ensures that you’re evaluating potential customers under consistent criteria, as discussed in Price to Scale, where we stress alignment between trial access and actionable usage data.
In summary, to promote higher quality leads and more accurate conversion tracking, it’s prudent to restrict multiple free trials from the same IP address or company. This approach aligns with the strategies in our pricing book, Price to Scale, which advocates for measures that enhance both trial quality and overall SaaS growth.