Ceferina Pope

One challenge I've noticed in workplace learning is how much attention goes into creating and delivering courses, while what happens afterward gets less attention.

Employees may complete training, but when they face a real situation at work, they often still need guidance, clarification, or practice.

When we launched, we thought removing friction would give us thousands of signups. We got the signups, but 90% of them were throwaway email accounts that never logged in a second time. Our server costs went up, and our inbox was flooded with spam accounts. The moment we required a card upfront, overall signups dropped by 60%, but paid conversions doubled because only serious users were entering the funnel.

For early-stage SaaS, do you prefer high volume free signups or fewer, high-intent leads?