How SaaS Companies Are Using Freemium to Drive Enterprise Sales

In this episode of SaaS Business with Fexingo, Lucas and Luna dive into the freemium model as an enterprise growth strategy—beyond the consumer playbook. They explore how companies like Slack, Zoom, and Canva used free tiers to land large accounts, analyzing the key metrics: conversion rates from free to paid, the role of team-based adoption, and the shift from top-down to bottom-up buying. Lucas breaks down the data from a 2025 OpenView report showing median freemium conversion rates sitting around 4-5%, while Luna challenges the sustainability of high free-user costs. They look at how Atlassian and others structure free tiers to limit support costs, and the tension between investor pressure for monetization and the long game of land-and-expand. The episode closes on the question: as AI drives up compute costs for free tiers, will the model hold? A sharp, data-rich conversation for founders, operators, and anyone building a SaaS business. #Freemium #SaaS #EnterpriseSales #BottomUpGrowth #LandAndExpand #Slack #Zoom #Canva #Atlassian #ConversionRates #OpenViewReport #NetDollarRetention #CustomerAcquisitionCost #TeamBasedPricing #SalesStrategy #BusinessAndTechnology #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo