[mildbow]

I recommend a few tablespoons of salt with regards to this advice if you are a B2B Saas/have a sales team. First experience is definitely important, but features will always be something businesses will consider when deciding which product to go with.

For B2B, the only way I've seen features move any curve positively is A) if you have lost sales consistently due to a specific requirement[0], B) a customer pays you to build a feature[1].

Note also that sometimes features are a great way to introduce sticky-ness/price inelasticity in a B2B product: you just need a few people who really love a specific feature and that 15k/m customer wont think about switching.

Also, the 20% signup is pretty big based on my experience but maybe it's standard for freemium+ B2C startups? For B2B Saas, I've been happy with 5% with 8% being a cause for celebration after a bunch of copy/messaging tweaking. Am I way off here? Would love some pointers if so.

[0] Note that this has to be a overwhelming consensus amoungst your sales guys. It can't just be excuse du jour that's used when someone loses a sale. I would also suggest listening to some lost sales calls: it might help you ascertain whether the lost sales was due to the missing feature or if the feature was just cited as being the cause.

[1] Only build it if you see it being a useful feature for the market and not only that customer (so maybe integrating with twitter rather than the customer's specific DB or something) then it's always a good idea to build the feature. This is especially powerful if you are an underpriced new-comer trying to lure customer away from the big names.