SaaS companies typically choose between two product pricing strategies:

• A freemium model uses a functionality-based paywall. The benefit is that you may get lots of users & virality. The cons are that it reduces urgency to buy, paid marketing is hard and churn is big. 
• A free trial comes with more urgency, easier to do paid marketing but it's harder to scale.

Slack, Dropbox or Zoom have applied specific strategies to win customers – tactics that resemble those of consumer companies rather than enterprise firms.

The go-to-market playbook for early-stage B2B founders:

• Taking a consumer approach to enterprise
• Product positioning...