The Revenue Formula
No more free trials (Chris Pasquier from Slite)
Feb 13, 2025
Chris Pasquier, CEO of Slite and Super, dives into the challenges of selling AI products, specifically why free trials are often ineffective. He discusses the evolution of Slite as a documentation platform and introduces Super, which optimizes workplace efficiency. The conversation highlights strategies for effective customer onboarding, the importance of clear use cases, and overcoming skepticism in AI adoption. Pasquier also explores future trends in AI within business, emphasizing the need for companies to adapt to shifting buyer behaviors.
39:15
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Quick takeaways
- Free trials are ineffective for AI products because their implementation requires tailored support and proper data setup, unlike traditional SaaS solutions.
- Effective onboarding is crucial for AI adoption, as it involves extensive collaboration to demonstrate how the technology can specifically address client challenges.
Deep dives
Challenges of Free Trials for AI Products
Free trials are not effective for AI products due to their complexity and the extensive preparation needed for implementation. AI requires quality data, which varies across organizations, making generic trials insufficient for demonstrating value. Businesses are often willing to invest in AI despite recognizing that the technology is still evolving and may not deliver immediate results. This necessitates a tailored approach, wherein companies must spend significant time helping clients set up their data and systems properly to realize the benefits of AI solutions.
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