Tag
#b2b-saas
16 pieces tagged b2b-saas.
What is a reverse trial?
A reverse trial gives new users full premium access for a set window, then downgrades them to a free tier instead of locking them out. How it works, who runs it, what it converts at, and when to use it.
What is usage-based pricing?
Usage-based pricing charges for what customers consume — API calls, gigabytes, events, credits — so the bill scales with usage, not headcount. How it works, why it wins on expansion (~120% vs ~110% NRR), and its real tradeoff.
Free trial vs freemium vs reverse trial: which converts?
Free trials convert highest per signup (opt-in ~18.5%, opt-out ~48.8%), freemium lowest (~2-5%) but at scale, and reverse trial is the hybrid. How to pick, with sourced numbers.
Usage-based vs per-seat pricing: which should you choose?
Per-seat charges per user; usage-based charges per consumption. Usage-based companies post higher net revenue retention (~120% vs ~110%). When each fits, and why many run both.
B2B cold email that books demos (with real reply rates)
Cold email still works for early B2B, but the bar is higher. The real reply-rate benchmarks, why a small list beats a blast, the deliverability basics, and a template.
How to get your first 10 B2B customers
Not from ads or funnels. Your first 10 B2B customers come from your network, a precise outreach list, communities, and doing things that don't scale. With real, sourced examples.
From 10 to 100 customers: what actually changes
The tactics that got you your first 10 B2B customers will not get you to 100. Where the next 90 come from, and the repeatable systems you build along the way.
Founder-led sales: why you should sell, and when to hand off
Why founders out-sell salespeople early, the honest signal for when to make your first sales hire (~30-50 customers), and how to hand off without losing what made it work.
Calendly's growth teardown: the link is the ad
How Calendly turned a single scheduling link into a viral loop, bootstrapped to a $3B valuation on $550k, and reached 86% of the Fortune 500.
Figma's growth teardown: multiplayer as distribution
How Figma turned real-time collaboration into a growth engine: 87% of first users invited by a colleague, two-thirds of users who aren't designers, and a $20B offer on the way to IPO.
HubSpot Website Grader teardown: a free tool as a growth engine
How one free tool graded 4M+ websites, earned tens of thousands of backlinks, and fed HubSpot a stream of pre-qualified leads. The linkable-asset playbook, sourced.
Slack's growth teardown: bottom-up adoption and the 2,000-message rule
How Slack went from an invite-only preview to 10M+ daily users, the activation number that shaped the product, and what you can (and can't) copy.
Free trial conversion rate benchmarks (B2B SaaS)
What's a good free trial to paid conversion rate? Opt-in trials convert at a ~18.5% median; opt-out (card required) at ~48.8%. Dated, sourced ranges, with the honest caveats.
Freemium conversion rate benchmarks (B2B SaaS)
What's a good freemium to paid conversion rate? The median is ~2-5%, far lower than free trial, because a free tier is used indefinitely. Dated, sourced ranges.
PLG vs sales-led growth: which fits your product?
Product-led growth lets the product sell; sales-led growth lets people sell. What each means, when each fits, and why most successful B2B companies run both.
What is a PQL (product-qualified lead)?
A product-qualified lead is a user who shows buying intent through real product usage, not marketing engagement. What a PQL is, how it differs from an MQL, and why it converts far better.