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SalesProduct5 min read
Free trials vs free plans vs proofs of concept
These three are not interchangeable. Pick the wrong one and you're optimizing for a customer you don't actually want.
A free trial, a free plan, and a proof of concept are wildly different sales motions disguised under similar words. Many companies pick one because it's fashionable, not because it fits their product.
When each fits
- Free trial — high-velocity SaaS where time-to-value is fast and self-serve.
- Free plan — products with strong network effects or where free users become enterprise champions.
- PoC — high-ACV enterprise where integration is the work and budget needs proof.
The cost of the wrong choice
A free plan on an enterprise product gives away revenue. A PoC on a velocity product extends the sales cycle by months. A trial on a complex product just produces users who never activate. Pick deliberately.
How customers try your product is the most strategic decision in your sales motion.