When does Freemium also work to generate leads for enterprise prospects?

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This post is by Jason Lemkin from SaaStr

Click here to view on the original site: Original Post

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It clearly works sometimes. Two great case studies are Zoom and Slack:

• In the case of Zoom, 55% of their $100,000+ a year customers start with a free host session. More here: 5 Interesting Learnings From Zoom. As It Gets Ready to IPO. | SaaStr
• In the case of Slack, only 8% of their revenue is freemium per se — but free users are the largest source of leads for their 575+ $100k+ deals. More here: 5 Interesting Learnings From Slack. As It Gets Ready to IPO. | SaaStr

Overall, this strategy works well with products that are incredibly simply to deploy. This strategy works less well when there is a lot of business process change involved, and a lengthy deployment period. In those cases, the self-service option often works “worse” than a human-driven one. View original question on quora The post When does Freemium also work to generate leads enterprise prospects? appeared first on SaaStr.