% of Free edition SMB users that convert to paid: 1%-5%, typically % of Free Pilot “customers” in Enterprise that pay nothing, that then magically convert to paid at end of pilot: 0.00000000001%
Free-to-Paid Conversions Are Far Lower Than Founders Think
Jason Lemkin notes free SMB users convert to paid at only 1-5%, while free enterprise pilot customers converting at a pilot's end are essentially zero—magic conversions don't happen.