PLG Freemium and Upsell Considerations

1️⃣ Is it a crowded market full of free-options? 

For the compliance market, TrustCloud is the first and only-freemium solution. Because we were the first go-to-market, we were also the first to take on the skepticism from the market. 

If we were the second PLG offering in the market, we would focus on our product offerings, apple-to-apple feature comparison, and create sales enablement content around this. 🍎 vs. 🍎 

2️⃣ How does free differentiate? 

At Trustcloud, companies can get started on their compliance journey right away. It's not "just free" against the incumbent.

It's No trial. No demos. It's instant access. ⚡️

3️⃣ How does the upsell work?

We iterate for over a year on what makes customers want to upsell. We build internal paywalls, experiment with our pricing packages, and test new sales pitches. We ran fast 🏃‍♀️💨 and within 1 quarter, we identified our upsell levers, and things started going up and to the right 📈

If I were to re-do this, I would highly suggest entitlement tools like 

A. Stigg, made for product teams, to rollout pricing, paywalls, packages, in a snap 🫰 contact Dor Sasson for a demo 

B. Orb, help simplify usage-based billing and reporting 🧮 contact Alvaro Morales to learn more

C. Altas, help with usage-based and hybrid pricing 🏷️ contact Michael Hoy to learn more

I will be writing every day about PLG and launching our free strategy till the end of the year. Let me know what you want to hear about our experience launching PLG for almost two years running!

I am Gary Yau Chan. 3x Head of Growth. Product Growth specialist. 26x hackathon winner. I write about #PLG and #BuildInPublic. Please follow me on LinkedIn, or read about what you can hire me for on my Notion page.