People try it at home for their hobby projects, then convince their employer to pay for it at the office. It reduces the cost of trying and adopting the product

People try it at home for their hobby projects, then convince their employer to pay for it at the office. It reduces the cost of trying and adopting the product, and the need to pay only comes once you're familiar with the product and invested in it. Free users also have lower expectations. Low-paying users might not be worth the hassle. If you sell candy by the hundreds of kilograms it's better to give free samples than to sell little bags.