Gartner Research

Tech Go-to-Market: Follow a 4-Step Plan to Achieve Success When Implementing a Free Trial (Freemium) Product

Published: 30 April 2018

ID: G00356516

Analyst(s): Jeff Chamberlain


Enterprise software providers are increasingly using free trials as a means to drive demand. However, there are risks to this technique that will significantly impact the success or failure. Technology product marketing leaders should follow this four-step process to get on the path to success.

Table Of Contents
  • Key Challenges



  • Step 1: Evaluate Product Fit
  • Step 2: Select a Free Trial Model
    • Do the Math
    • Is Capability-Limited an Option?
    • Which Time-Limited Option Is Best?
  • Step 3: Build a Cross-Functional Plan
  • Step 4: Set Up Measures to Optimize
  • Conclusion
    • Example Use Case

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