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Why Your Free Trial Is Killing Your Conversion Rate
Season 1
Episode 8
Published 1 month ago
Description
Lucas and Luna dig into a counterintuitive product-led growth finding: that the standard 14-day free trial actually depresses conversion for many SaaS products. They examine data from a 2025 study of 500 B2B SaaS companies showing that users who hit a usage limit convert at 2.3x the rate of users who hit a time limit. The episode walks through why Atlassian abandoned time-based trials for Trello in 2023, how Canva uses a 'feature gating' model instead of a trial clock, and what PLG teams should measure instead of trial-to-paid rate. Fresh angle for a PLG podcast that has covered freemium, self-serve, and usage-based pricing but not the specific mechanics of trial design.