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A leading company in the web accessibility space partnered with Whistle to address a specific challenge: converting trial users into paying customers. As a product-led business, the company had no shortage of inbound users but lacked the process and resources needed to turn free widget installations into recurring revenue. Whistle’s sales-assist approach focused on bridging this conversion gap, combining strategic outreach with consistent follow-up to move users from trial to paid adoption.
Abundant Leads, Limited Conversions: The company’s challenge wasn’t acquisition but conversion. Thousands of users downloaded and installed the free accessibility widget, yet few moved to paid plans.
Missing Process and Resources: Without a dedicated team focused on qualification and conversion, valuable leads sat idle in the pipeline.
Operational Gap: The company needed a partner capable of handling consistent outreach and managing trial-to-paid transitions effectively.
Whistle was brought in as a sales-assist partner to provide structure, manpower, and expertise.
Dedicated Appointment Setters: Two Whistle Appointment Setters worked full-time to qualify and engage trial users from the company’s database, identifying purchase intent and booking meetings to close deals.
Targeted Conversion Strategy: Outreach efforts focused on users who had already downloaded or installed the free widget, ensuring conversations started from a position of product familiarity.
End-to-End Management: Whistle managed the full process—from qualifying leads and booking meetings to supporting conversions—allowing the company’s internal team to focus on higher-value activities.
Meetings Scheduled: 280 meetings booked by engaging trial users between March and September 2022.
Qualified Opportunities: 140 qualified sales opportunities created, effectively filtering the high volume of inbound leads.
Revenue Impact: Generated $43,000 in closed-won deals and established an additional $60,000 in active sales pipeline.
Conversion Framework: Successfully implemented a sales-assist model to bridge the operational gap between free widget installation and paid adoption.
Resource Optimization: Dedicated management of trial leads allowed the internal team to focus on closing deals rather than qualifying raw inbound traffic.
Looking ahead, the validation of the sales-assist model positions the company to maximize the lifetime value of its extensive user base. By transforming the trial-to-paid journey into a predictable revenue engine, Whistle has provided the operational framework necessary to scale commercial growth alongside user acquisition. This foundation ensures that as the product spreads, revenue capture remains efficient, converting free usage into sustainable, long-term partnerships.
Solutions
Strategic support from Whistle enabled the company to transform trial activity into tangible revenue.
Even product-led businesses need structured outreach and qualification to capture missed opportunities.
Personalized conversations with trial users proved essential for converting interest into commitment.
