Code Confidential: The V.i. Labs Blog

Pirate Users Are Your Best Trial Users

June 23, 2015

It makes a lot of sense when you think about it, but there are still some folks that still aren't sold on the strategy: pirate users are your best trial users. Let's talk about why this is the case and how you can convert those users to paying customers.

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Herding Cats: How Big Software Vendors Migrate Users to Subscriptions

June 17, 2015

Recently there have been a number of high profile packaged software vendors making the transition from perpetual based licensing to a subscription model (Microsoft, Adobe and Autodesk come to mind).  Predictable cash flow is a main driver for the switch, but there are other very good reasons to do so, not the least of which is to try to combat [...]

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SalesTalk Tuesday: What is the shape of your corporate sales presentation?

May 19, 2015

Like most sales leaders, I’m always looking at our funnel and trying to find ways to improve our conversion rates.  As a company providing software vendors a new way to add new top line license revenue, you would think our meeting-to-opportunity conversion rate would be through the roof. We are literally finding a new channel of untapped revenue [...]

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Call Me the Compliance Curmudgeon

May 14, 2015

I was thinking about calling this blog post, “The Song Remains the Same,” and then realized that I should just embrace my inner curmudgeon and go for it. What’s got me cranky this morning? I just read an article from Malaysia’s The Star Online titled, “Pirated software seized from engineering firm.”

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How to Double Your Software Trial Conversion Rates

April 28, 2015

If you sell packaged software, you most likely offer some form of free trial.  For 30 years, this has been the de facto standard way to grow your user base one seat at a time.  Yet industry experts quote a download to paid conversion rate ranging from between 1.5% to 2%. 

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