Suski: SaaS Under $10M ARR Should Charge Upfront Instead of Free Trials
Lucjan Suski · How we grew to $15M with less than $1M marketing spend · Apr 26, 2023 · at 4:48
Lucjan Suski, CEO of Surfer, advises early-stage SaaS founders against freemium and free trial models based on Surfer's growth data.
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“If you are just starting, or if you are just below ten million dollars ARR probably, you should focus on building a shut up and take money money product. So, focus on getting those early adopters. They will basically Either buy your product or not. They don't care about, you know, trials, freemium. If they believe in your value proposition, they will pay for your product. If they don't, it's not a problem of, ah, bad marketing or conversion rate optimization, but rather a product problem. Yeah, so, build a shut up, and take my money product, and just charge your damn customers up front, ideally annually.”
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