Leave a comment

This post shows you how to find Acceleration, Engagement, and Activation events and use them to build dynamic trials based on in-app behavior.

If you're looking for a quick, scalable way to convert more leads you should read it now. 30-day trials are a great way to start a SaaS company. They are easy to setup and the trial expiration creates a “buy now” urgency.

But using the same 30-day trial for every customer isn’t as effective as putting

… the right purchasing incentives to …… the right customers at ……… the right time.

Don’t begin a timed trial until a customer completes Activation events – those a trial customer must complete or they won’t convert.

During the trial use marketing and sales to get customers to complete Engagement events – the key value-creating ones used by most of your customers.

Create early conversion and upsell incentives for customers who complete Acceleration events – “delight” events which indicate customers are getting tremendous value from your product.

The post has a step-by-step process complete with graphs and tables to show you how you can find your events.

  • SV

    Satya van Heummen

    about 4 years ago #

    I've been playing around with this idea for a long time, interesting to know that more people are thinking about this.

    We have so much behavioural data these days, so why do we still stick to the static 14 or 30 day trial? In my experience, most users signing up aren't ready to buy anyway, unless they perform certain key activities. And then after 30 days we tell them to pay.

    It's our job to make them perform those key tasks, whether that's in 14, 30 or 100 days (preferably in 14). So I agree, lets use data to make trials smarter.

  • SV

    Satya van Heummen

    about 4 years ago #

    I also wonder, how do you communicate this to your users? How do you make clear when the trial starts, and when it ends?

SHARE
7
7