MicroConf On Air MicroConf Tactics: The BEST Sales Funnel For Your SaaS (new data changed my advice)
Oct 22, 2025
Rob Walling dives into data-driven strategies to supercharge your SaaS trial funnels. He highlights the key differences between freemium and free trials, suggesting that most should steer clear of freemium due to its potential to dilute urgency. The fascinating discussion includes insights from thousands of startups, revealing how requiring credit cards can uniquely filter signups and affect growth. Walling encourages experimentation according to business stage, adapting advice based on recent findings to optimize conversions and enhance customer lifetime value.
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Trial Strategy Depends On Stage
- The right trial strategy depends on your company stage and metrics.
- What works for a late-stage SaaS can hurt an early-stage launch.
Free Trial Versus Freemium Defined
- Free trials expire by time or usage while freemium renews automatically.
- Freemium reduces urgency to convert and is harder to make work.
When To Consider Freemium
- Only consider freemium if you meet five criteria: self-serve, fast time-to-value, low per-user cost, viral element, and a large market.
- Even with all five, success isn't guaranteed, so validate before committing.