The document contains 3,221 characters.
Launching a free plan after 3 years of being sales-led.
That’s a bold move — one I’ve seen backfire.
Here’s what Navattic did differently…
As an advisor to Navattic, I’ve had the cool opportunity to see behind the scenes of this launch and all of the preparation that went in.
Many sales-led companies think they can flip the PLG switch, slap a "free" label on their existing product, and watch the upgrades and PQLs roll in. The reality is WAY different.
Instead, Navattic did these 3️⃣ things differently:
1️⃣ The product was redesigned for freemium, not just repurposed
This is a big one. You can’t open your existing product to self-serve when today, you provide personal onboarding.
So for Navattic, that meant working on things like:
↳ A new Sign-up flow
↳ A totally revamped first user experience
↳ Better prompts and nudges inside the product
↳ A new billing page and checkout experience
↳ The ability to easily upgrade inside their app
2️⃣ PLG didn’t replace Sales → they were part of the process Natalie and Raman worked with sales to define their product-led playbook and now use regular check-ins to constantly get feedback on lead quality.
3️⃣ They gradually launched the freemium experience
At first, they only started with showing their new free plan to 5% of website visitors. They then gradually opened it up, exposing it to more and more. During each incremental test, Natalie was sharing the results internally. As an advisor, it was cool to see.
It also had a number of benefits. It made time for sales & CS to get comfortable with the transition. It also allowed their product team to identify and fix drop-offs in the product.
After all that — Navattic now has a free plan, available to everyone.
And since they have a free plan:
↳ More people are building and seeing interactive demos
↳ They have more usage data to improve their product
↳ Prospects have more time to build a great first demo and prove their business case
If want to build your first interactive demo, go check them out.
I hear it’s free to get started.