Traditional vs. Modern Customer Acquisition
There is no better data for organizations to build a personalized customer experience than data that uncovers how prospects interact with their product.
Getting prospects to try software early via free trials or free versions of the product (i.e., freemium) creates more and better opportunities to engage prospective customers with a personalized experience. And that ultimately yields more conversions, a higher number of loyal customer and higher lifetime value.
That’s why more SaaS companies are moving toward free trials or a freemium model as starting points for engaging prospects. Figure 2 shows how companies are changing the customer acquisition process by providing early access to their products. While this is not a complete view, it illustrates how this new process flips the order of how companies interact with prospective customers.
Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
