Rincewind
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- Jun 4, 2016
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I read a book some time ago, that could be a good read for your problem: "Hooked" by Nir Eyal (Hooked: How to Build Habit-Forming Products)
In my experience, 30 day trials are useful if your product targets a large market and is quite self-explaining. The Hooked-model explains what has to happen within these 30 days, so the clients will not or even cannot walk away any more.
In your case I don't see the value, since the market is not so easy targeted and there is some customisation to be done in order to get a useful tool. So I would try to offer free 1:1 demos, where you can ask about the specific needs of your prospect. It's a B2B product, so I would setup a sales organisation and create tools to support your sales agents.
P.S. Another good read is "Monetizing Innovation" (Monetizing Innovation: Design Products Around the Price), it answers part of your question, too.
In my experience, 30 day trials are useful if your product targets a large market and is quite self-explaining. The Hooked-model explains what has to happen within these 30 days, so the clients will not or even cannot walk away any more.
In your case I don't see the value, since the market is not so easy targeted and there is some customisation to be done in order to get a useful tool. So I would try to offer free 1:1 demos, where you can ask about the specific needs of your prospect. It's a B2B product, so I would setup a sales organisation and create tools to support your sales agents.
P.S. Another good read is "Monetizing Innovation" (Monetizing Innovation: Design Products Around the Price), it answers part of your question, too.