Offer free trial in B2B?

Hey everyone,

I’ve built a B2B tool over the past few months and I’m currently thinking about my pricing model.

Right now, I offer three options:

• A single purchase for one-time use at $69
• A three-use package for $99
• A monthly subscription for $149

To make it easier to test, the first use of the tool is completely free. No restrictions. Fully free.

Now I’m wondering if that might actually hurt conversions.

On one hand, I believe my tool is quite affordable for B2B, especially considering the return on investment it can generate when used properly. Because of that, I’m worried it might come across as too cheap or low value. I’m also concerned that offering it for free could position it as a low quality or “budget” solution. In B2B, it’s not that common to see fully free offers, so I’m questioning whether that sends the wrong signal.

I’m considering alternative approaches. For example, starting with cold outreach and including a link or coupon code that’s valid for 30 days, just to create a defined time window. Or maybe the product is simply priced too low and I should increase the price. Or maybe I should remove the free trial entirely. I’m honestly not sure.

Another idea I had is to let people test the tool for free, but limit the output. The result of the tool is a multi-page PDF document, so maybe users would only get the first three pages for free and would need to pay to unlock the full version. I just don’t know if that would convert better.

Would love to hear your experiences or thoughts on free trials in B2B and how you would approach pricing in this situation.