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Visitor-to-Customer Conversion of 3 Free-Trial-Models

Conversion rate doubles when no credit card is required to sign up for a free trial

  EvaluationFreemium OfferTrial OfferWin Rate

Visitor-to-Customer Conversion of Free-Trial-Model “Credit Card Required”

Conversion rate from visitor to paying custome after 90 days for Free-Trial-Model "Credit Card required": 0.6%

  EvaluationFreemium OfferTrial OfferWin Rate

Visitor-to-Customer Conversion of Free-Trial-Model “No Credit Card Required”

Conversion rate from visitor to paying custome after 90 days for Free-Trial-Model "No Credit Card required": 1.2%

  EvaluationFreemium OfferTrial OfferWin Rate

Visitor-to-Customer Conversion of Free-Trial-Model “Best-in-class”

Conversion rate from visitor to paying custome after 90 days for Free-Trial-Model "Best-in-class": 2.0%

  All ProcessesEvaluationFreemium OfferTrial OfferWin Rate

Visitor-to-Customer Conversion of 3 Free-Trial-Models after 90 days

Conversion rate doubles when no credit card is required to sign up for a free trial

  All ProcessesEvaluationFreemium OfferTrial OfferWin Rate

Share of True Evaluators within Free Trial Users

Only 20% of visitors signing up for a free trial are true evaluators

  All ProcessesEvaluationFreemium OfferTrial OfferWin Rate

Annual Revenue Growth (Companies>$1MM)

25% of companies achieved annual revenue growth higher than 75%

  Financial MetricsGrowthGrowth Rate

Satisfaction with SaaS Metrics over 4 Years

50% of responders are not satisfied with the state of business metrics in their companies

Level of Executive Priority and Funding for New Customer Acquisition, Existing Cusomers Renewals, Upsell/Add-on Sales

Heavy focus on acquiring new customers compared to managing revenue from existing customers

  Expansion (Upgrade)All ProcessesCustomer Lifetime ValueAcquisitionRenewalExpansion (Up-/Cross Sell)

Retention Cost vs Acquisition Cost Tracking

Significantly more companies measure their customer acquisition costs, compared to their customer retention costs

  Financial MetricsCAC

Share of New Business Generated by Free Trials and Freemiums

More than half of the companies derive >25% of their new business through trial and freemium conversions

  All ProcessesEvaluationFreemium OfferTrial Offer

Preferred Method to Measure Churn

Majority of companies measures churn by the number of customer lost

  Financial MetricsChurnRevenue ChurnCustomer Churn

Annualized Revenue Churn

35% of companies report high churn (>10%), while 31% have medium churn (5-10%)

  Financial MetricsChurnRevenue Churn

Monthly Churn by Growth Rate of Companies

Fastest growing companies (>75% YoY revenue growth) have the lowest churn

  Financial MetricsChurnRevenue ChurnCustomer ChurnGrowthGrowth Rate

Annual Revenue Growth from Existing Customers / Upselling

For majority of companies, Annual Revenue Growth from Existing Customers is higher than 60%

  Financial MetricsGrowthGrowth Rate