The Freemium Strategy Framework

January 1st, 2018

Matt Papertsian

Summary

In the B2B world, the term “freemium” describes a business model in which a basic solution is offered at no cost, with advanced features available at one or more premium (paid) levels or tiers. Product, marketing, and sales must remain closely aligned throughout freemium development, execution, and measurement. The market opportunity and freemium offer tiers must be validated, with clear conversion paths and resources designated to support the transition from free to premium. In this report, we describe the six steps of the Forrester Freemium Strategy Framework, which is designed to help a B2B organization create a commercially successful freemium strategy by using a step-by-step evaluation and execution approach.

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