Assumptions that apply to this author, but may not apply to your business:

- The pricing is $15 / user a month. This is a small purchase for businesses.

- The product is in a crowded market. Comparison shopping is the norm.

- The target is SMBs. Simplicity / ease-of-use is big for this market, vs larger businesses.

- The product is in a mature market. People have well-defined expectations of what this software should do.

- The audience is customer support, or perhaps generalists / founders.

- Testing the software in "production" is hard, because it requires you to answer support tickets through it. It may be impossible to get full value from this product without committing to a trial, which implies a certain amount of investment.

The conclusions in the post are highly dependent on the specifics of this product and market, so take them with a grain of salt. If you're making a better CI/CD tool, or a better analytics dashboard, you may find that an entirely different approach works for you.