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Gainsight's Product-Led Growth Strategy
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Gainsight's Product-Led Growth Strategy

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Trial Experience & Growth

A guided trial allowing a potential customer to use your product without human interaction.
Trial Experience Template
Trial Experience PX Workflow

Definition

A guided (tech-touch/self-service) trial or freemium option that allows a potential customer to evaluate your product without human interaction, within a set timeframe, before making a buying decision.

Goals

Increase Conversions Rates - Converting trial sign ups to active users to paid customers
Drive Adoption of Golden Features - Build tech touch engagements to help users adopt key features and encourage conversions
Establishing a cross-functional PQL Framework - Leverage the features/ usage, ICP, outcome as buying intent to qualify a lead

KPIs

% Increase in Conversions - All funnel progression stages, such as Sign ups to specific feature usage, to meetings taken, to paid customers.
Measure PQL Attribution - Sign up-to-PQL Rate| PQL-to-Customer Rate| # of Opportunities created| Signup-to-Customer Rate
Usage/ Adoption Metrics - User Retention % (Trial Period) | Golden Features Adoption Trends | Critical Path/Funnel Completion Rate | User sentiment

Strategy

Choose the right model - Trial Experience for Tech-Touch | Tech-Assisted (see appendix for details)| Address “zero data/empty state”
Map the ICP pain points to product experiences - Identify relevant pain-points and deliver in-product personalized onboarding
Focus on user retention during the trial - Identify and reduce friction points in the customer journey and use email nurturing to reactivate users
Identify your trial 3-5 Golden Features - Drive adoption to your high-value actions (use PX Analytics, start with a hypothesis)
Build-Measure-Learn (Repeat)- Use an iterative process to build in-product experiences and optimize based on KPIs

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👉 Fill out:
Trial Experience Template
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Definition
Goals
KPIs
Strategy
👉 Fill out: Trial Experience Template
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