How to Prevent Your SaaS Trial from Feeling Like a BAD Online Date

70% of those who register for a SaaS trial

never try the product—Totango, 2012

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A HUGE opportunity, so EMI registered for numerous SaaS trials

to understand how companies are tackling this problem

Unfortunately, many of our interactions felt like a BAD online date

At the start, they appear to be the dream date

And seem really interested

83% made contact within 24 hours

50% assigned a rep to follow up

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They offer ways to get to know them

In the first email, 58% offered 2-4 assets

to educate and engage us

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But don’t ask about you

16% asked about our interests to

inform future assets and offers

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In fact, they only talk about themselves

80% never adjusted their communications to

reflect our lack of engagement with the product!

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And finally disappear without a word

80% never acknowledged that the trial ended

Only 25% offered a trial extension

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Not interested in what went wrong

Asked why we didn’t purchase the product

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5 rules that make for a happy SaaS trial union

Give a killer first impression

Offer a spectrum of choices

Ask questions and identify user interests

Monitor engagement and adjust communications accordingly

Learn from your mistakes

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Let EMI Strategic Marketing be your partner in creating engaging

SaaS trial communications that convert.

Greg SmithManaging Director, Technology Practice

gsmith@emiboston.com617-226-4330