It’s not just about the price. It’s also about how it’s pitched and what the on ramp looks like. In this case, without a free trial, there is a much bigger gap

It’s not just about the price. It’s also about how it’s pitched and what the on ramp looks like. In this case, without a free trial, there is a much bigger gap to traverse to go from “not a customer” to “paying monthly”. It’s also harder if you are not the one paying the bills and need to pitch/sell such a tool internally.