In our interview with Asia Matos Orangio, Asia shared how she recently guided a SaaS company through a major shift in growth strategy — after almost all website traffic and new trials dried up nearly overnight.
The #1 priority of the company's new strategy? Identifying which growth levers remained within their control.
When the market is volatile, and it's impossible to predict what's happening on the front end of your customers' experience, your smartest move is to focus on what you can change. For virtually every SaaS company, this means improving free-to-paid conversions.
Whether your SaaS offers a time-based free trial, a feature- or usage-based free trial, or a freemium model, improving your rate of free users converting to customers is one of the wisest investments you can make. Even an incremental improvement — like increasing your free-to-paid conversion rate from 2% to 4% — literally doubles your revenue, with no additional acquisition spend.
So in this Q&A, we answered hard questions on how to improve SaaS free-to-paid conversion rates, including...
- How a SaaS co-founder can address high user churn post-trial
- How a product marketing manager at a SaaS company can manage other departments' competing priorities, while trying to improve new user activation
- How a SaaS consultant can help their client define what "success" looks like for an ambitious onboarding optimization project
