📂 The next big shift in SaaS (and how to get ahead of it)

​

​

​

Today's newsletter is proudly supported by Conversion Factory 🎉 I started Conversion Factory to help startups go from a nice-to-have to a must-have. We're the only product marketing agency accessible on a subscription. That's right — no quotes, no scopes, no billable hours, no contracts. Pay us a flat fee (we have 100% transparent pricing on our site) and we'll fly through your backlog. Follow the link to check out our example work and learn more about how we can help. Check out Conversion Factory →

​

Remember when free trials felt like a cheat code for SaaS growth?

They were the ultimate “try before you buy” move that gave buyers a taste of the magic. Now? Everyone’s doing it. And honestly, trial fatigue is real.

Trials aren’t what’s moving the needle anymore. Offers are.

Trials are everywhere now — freemium models, no-credit-card-required demos, and pilots are just part of the SaaS starter pack. It’s expected. And when everyone is doing the same thing, trials lose their edge.

Customers are savvier now. They know trials take effort — onboarding, testing, and learning the ropes. Even then, success isn’t guaranteed. Plenty of users churn simply because they didn’t get the results they hoped for. And the uncertainty of what happens after the trial — pricing, ROI, long-term fit — often holds them back from starting at all.

Even a generous trial can feel like a gamble. This fatigue is pushing SaaS companies to think bigger — because just letting someone “try it out” doesn’t spark excitement anymore.

Here’s where things get interesting.

Offers are stepping in as the evolution of trials.

Instead of just giving users a taste of the product, offers package up irresistible value and focus on driving results.

As Alex Hormozi (the $100M Offers guy) says, “Create an offer so good people feel stupid saying no.”

That’s the game.

So, what can make an offer irresistible?

Trials aren’t risky for SaaS companies — they’re risky for the customer.

“What if this doesn’t work?”

“What if I waste hours setting it up and still churn?”

It comes down to reducing friction and increasing perceived value. The easier you make it for customers to say yes, the harder it becomes to walk away.

1. Reverse the risk. Take the uncertainty off the table. A guarantee or refund transforms hesitation into confidence.
2. Stack bonuses. People love feeling like they’re getting more than they paid for. Extra services, coaching, or templates make the offer feel richer and more valuable.
3. Add scarcity. Trials are always available, but offers can disappear. A limited-time deal forces a decision, creating urgency and excitement.
4. Guarantee outcomes. Trials offer potential — offers promise results. Tie success to clear, measurable outcomes that make the purchase feel like a sure thing.
5. Simplify decisions. Trials often lead to more questions about plans and upgrades. A strong offer lays it all out — one price, full access, and guidance on what comes next.

The best offers don’t sell software. They sell success.

When someone buys into an offer with a guarantee or bonus, they’re already emotionally invested. It feels like progress before they even start, making them more likely to stick around.

Take AudienceTap’s pilot offer for coffee brands. For $297 upfront, they gave customers three months of unlimited SMS or until $5K in sales. No usage fees, no surprises — just a simple, flat rate that tied directly to the outcome customers wanted. By the time the three months ended, those brands had already seen real results, making it easy to stick with the platform.

Offers also speed up decisions. SaberSim bundled private Discord access, office hours, and coaching with their software. It wasn’t just a product — it was a clear path to success, making the decision easy.

At the same time, offers reduce churn. Teachable and Thinkific use accelerators to help users launch courses alongside the software. When customers see immediate value, they stick around.

And while free trials blend in, offers stand out. Kit, for example, offers free migration help to make switching easy. It’s a far more compelling hook than a standard trial.

Want to make an offer people can’t resist?

Take the risk off their plate — guarantee it or refund it.

Focus on selling the results, not just the product.

Throw in bonuses like onboarding or templates to sweeten the deal.

Make sure the offer fits who you’re talking to — new users need different perks than big clients.

Keep it simple, make it feel like a win, and they’ll say yes faster.

SaaS is shifting. Trials are great — but offers transform how customers buy, commit, and succeed.

An irresistible offer turns SaaS from just another tool into the ultimate solution.

At the end of the day, offers aren’t just about making more sales — they’re about building trust and making it easy for customers to win. And when they win, so do you.

I’d love to hear your thoughts on this. Have you tried running offers instead of trials? Hit reply and let me know what’s worked (or what hasn’t). Always curious to swap notes.

Talk soon,

—Corey