Dear GTM Strategists,
I’ve been obsessed with reverse trials ever since I got full access to Clay and built my very first contact list for outbound. The value I unlocked in those first few days? Wild. That experience flipped a switch in my brain—reverse trials aren’t just a clever GTM tactic, they’re essential if you’re running an AI product and want to control costs while still driving activation.
To unpack this powerful concept even further, I’ve invited my brilliant friend Yaakov Carno to share his perspective with you. Yaakov and I have collaborated on several projects, and there’s something I have to tell you—every time I speak to his clients, they rave about him like he’s an internal team member. That level of trust is rare. He’s also worked with Databox (yes, the amazing product analytics company from Slovenia—my home country ), so he knows this game inside and out.
In this Substack, you'll find clear, practical insights to help you figure out if reverse trials are the right spiel…
