Convert free PLG customers into paying customers

Paywalling isn't just about blocking features—it's an art of creating value, driving discovery, and nurturing customer relationships.

Heres are the 3 steps I used to convert 50 free PLG customers into paying customer:

1?? Understanding Paywall Philosophy ????

The journey begins with thoughtful feature gating. Here's our strategic framework:

Key Considerations:

? Analyze user behavior through Monthly Active User (MAU) metrics

Find some sort of pattern from whatever data you have (calls, usage)

? Identify your unique value proposition

You want your free customers to experience these right away!

? Focus on growth mechanics that encourage sharing

You want your free customers to share and create virality!

? Resist the temptation to gate everything

Don't be force by the pressure of upsells to gate every feature ??♀?

? Implement strategic usage limits when necessary

If you are forced ??… add a usage limit cap to the feature

2?? Product Experience: Making Paywalls Discoverable ????

Onboarding Insights

During our 30-minute onboarding calls, we don't just introduce the platform—we create a narrative of value. We strategically highlight advanced capabilities like policy addition, control customization, and framework implementation.

In-App Discovery Techniques

We collaborated closely with the design team to develop subtle yet powerful discovery mechanisms. Use strategic star (??) markers for advanced features, implement intelligent in-app onboarding flows, and display usage limit banners that guide without being overwhelming.

3?? Leveraging Customer Success for Paywall Navigation ????♂?

Educational Reinforcement

Our approach combines automated and high-touch communication strategies:

• Targeted educational emails
• Screenshot-guided feature explanations
• Personalized follow-up conversations
• Pricing tier reminders that highlight potential upgrades

Strategic Bundling

We transform potential friction points into value-added experiences:

• Trigger hand-raiser automations for advanced feature exploration
• Create bundled offerings that provide tangible additional value
• Customize policy and control packages that feel like strategic investments

--

The Heart of Paywall Strategy ??

Paywalling isn't about restriction—it's about creating pathways to enhanced value. By making discovery intuitive, educational, and genuinely helpful, we transform potential barriers into exciting opportunities for customer growth.

Pro Tip: Every paywall is a conversation, not a roadblock. Design it with empathy, clarity, and a genuine desire to help your customers succeed.

Remember: The goal isn't just to monetize but to continuously demonstrate the extraordinary value your SaaS provides. Make discovery feel like a journey of potential, not a transaction. ??

Read more about PLG here:

Post-Sales and Product Led Growth

1. Get those G2 Reviews! ??
2. Find more upsells with this post-sales playbook ??
3. Understand reasons why customers churn: 5 Churn analysis and methods ????

Retention and Product Led Growth

1. How we increased retention by activating +45% of our PLG customers? ??
2. What is a good vs. great retention benchmark? ??
3. Who owns retention? ??
4. Five ways to improve retention in PLG ???

Roadmaps and Product-led Growth

1. How do I convince Product, Design, and Engineering to build PLG features? ??
2. How do I know we are building the right things for PLG? And what are the success metrics? ??
3. How to use customer feedback in your PLG product roadmap?????
4. How to communicate product-led growth Roadmap to Stakeholders? ??
5. How to handle stakeholder requests? ??