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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 in our saas pricing book, Price to Scale, there isn’t a one-size-fits-all “optimal” trial length—even though many products might see shorter trials, complex enterprise software often demands more time. Here are some key points to consider:
• Tailor the trial period to your setup complexity. Since significant setup means that customers need time to onboard, integrate, and test the software within their own processes, your trial should allow for those necessary steps.
• Involve internal teams and friendly sales reps early. As our book highlights, involving key sales personnel during the build and trial phases helps ensure that the product is properly tested and any internal process friction is uncovered before full rollout.
• A range of 60–90 days is often recommended. While more traditional consumer settings might benefit from shorter trials, enterprise software typically requires a longer window so that real-life use cases and internal workflows can be validated and any necessary adjustments made.
• Customize to your customer’s timeline. The trial should align with your customer’s internal implementation phase and decision-making cycle—if a customer has a longer sales or setup process, consider extending the trial period accordingly.
In summary, our pricing strategy book, Price to Scale, suggests that for complex enterprise software with substantial setup requirements, a trial length in the neighborhood of 60 to 90 days is generally a good starting point. However, the best practice is to customize the trial duration to suit the specific internal processes and feedback cycles of your target customers.