Freemium failure modes: free tier so generous that no one upgrades (Slack-pre-2018), free tier so limited that no one stays (most failed freemium SaaS), or upgrade path so complex that users can't figure out which tier they need (most enterprise pricing pages).
For B2B SaaS specifically, freemium works best when the free tier is single-user and the paid tier is multi-user. The natural upgrade trigger — adding a teammate — aligns with the paid feature. Notion, Slack, Linear, Figma all run this shape.
The landing-page implication: freemium pages need to do two jobs simultaneously. Convince curious browsers that the product is worth trying (free trial CTA), AND convince serious evaluators that the paid tier delivers worth the spend (pricing transparency, enterprise proof). The two audiences want different signals.
How Lytms scores it
Lytms scores how cleanly the page communicates each tier's value. Freemium pages with a generic "Start free" CTA score lower than pages that name what the free tier includes ("Free for individuals — paid for teams, $X/seat") because specificity reduces the cognitive cost of evaluating the offer.