Episode description

Kristen Habacht joined us in the studio this week to talk about the impact of freemium SaaS on b2b businesses. Launched in 2011, Trello remains one of the best examples of freemium done right with now over 10 million users and a ton of happy business customers such as The New York Times, Google, Pixar, and Adobe. Kristen is currently the VP of Sales for the business and joined after their initial launch of the business class product in 2013. We dig into a number of discussions in the podcast including how to think about setting up freemium at launch, the various types of freemium SaaS and what might work or not work for your business, how marketing and sales work together at Trello, what indicators sales should look out for to know when to upsell someone, and finally some big tips and tricks that Kristen has seen work well at Trello.