Buyer First Bites #29: Anniversary

Happy Friday,

Almost a year ago, we publicly launched freemium at Navattic. Then saw a 39% drop in inbound pipeline for 2 quarters.

At the time - I was worried it was a mistake.

But after talking to other PLG leaders, we learned early cannibalization is normal while you figure out your self-serve upsell motion.

We realized we had to rework basically everything:

• The self-serve onboarding flow

• What’s included in freemium

• Our PQL outreach

By early 2025, our pipeline bounced back. Last quarter, freemium influenced 50% of closed-won revenue (including our largest deal yet).

No link this week. But to mark the 1-year anniversary next week, I’ll be sharing lessons I’ve learned over the year about freemium on LinkedIn.

– Natalie Marcotullio (Head of Growth + Product Marketing)

_{p.s. We may also have a special promotion coming soon for the anniversary}