For example, at EchoSign, pure freemium (i.e., no human involvement, where people started with the free version, then auto-bought some kind of upgrade) never exceeded 40% of revenue. As they passed the first $10 million in ARR, freemium sales began declining and never exceeded a third of revenue. Another great example is Box. Box to get past $100 million in revenue “tilted” from a mostly freemium product to an enterprise focus aimed at landing six- and seven-figure annual subscription deals. Today freemium is a minority of their revenue.
