Should Your Startup Employ Both Assisted and Unassisted Trials to Acquire Customers? • Tomasz Tunguz

A founder posed me a question earlier this week: Do you have any data/perspective on whether it’s worth keeping the unassisted free trial flow vs. providing only one path which leads to a demo and an assisted free trial? This is a complex question. Let’s break it down. The unassisted free trial has benefits. There’s a deeper discussion in this post: Confessions of a Perpetual Freeloader. You capture the buyer at the point of maximum intent and reduces the activation energy of the sale.


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