We gave free trials. One of the most important things for us was image. We work with oil and gas companies and getting a couple of Canada's top producers on board was paramount for us.

We needed the "well if big guy X" is using it then maybe it's worth checking out.

We met with some big guys and asked what else they would need to make it work for them. A few tweaks later and a 6 month free trial (plus discounted first year) and we were off to the races.

There are some customers who love us because we love feedback and work hard to implement the really good ideas.

Providing a free trial + personalized tweaks gave us the start we needed. It worked doubly well because we targeted the companies who have respect in the industry first.