SaaS, Demos & Trials
Free trial or book a demo?
Match it to deal size and complexity. Self-serve products with fast time-to-value earn a trial. High-touch, high-price, or configuration-heavy products earn a demo, because a trial they can't succeed in alone just produces churn that looks like disinterest. Offering both usually means neither is well designed.
Next moves
- Lead with the job it replaces, not the feature set.
- Show the product early. A real screen beats a paragraph describing one.
- Match the ask to deal size. High-touch sales earns a demo, self-serve earns a trial.
Bring your activation numbers if you have them. Sign-up problems and activation problems need different fixes.