Or listen on:

These are the questions ringing through our mind right now with
, and also are most likely buzzing around the minds of many SaaS Marketers and founders.

With a free trial you allow leads to reduce risk on their purchase by checking out your product, with freemium you reduce risk AND add value in that process.

But both of those come with increase tech and support costs - is it worth it?

And of course the right answer will always be: survey and then test. First ask your users what they think you should do and then actually test what they are saying is in some way aligned with reality. But before this... you may as well learn from the best.

Few companies have made freemium SaaS work as well as HubSpot.

I don't have access to their numbers but I'm sure thousands of new leads flood into their ecosystem through their freemium sales, marketing and customer service products.

That said, giving their sales CRM product away for free was a relatively new development - to find out more about how and why HubSpot did this... we bring
their VP on marketing onto the show.

Kieran has spent time working at Salesforce, Marketo and now for a grand total of seven years... leading a team of sixty people that grow HubSpot.

You will learn:

He also has his own podcast:
, I highly recommend jumping over their and subscribing.

And finally, if you enjoyed this show, please leave a review on your favourite podcast listening app. Then take a screenshot and email that or the link to me and I will get you and your business a shoutout on the next show :)