Our team is split on this one. Half thinks hiding pricing will scare people away, half thinks it’ll filter out tire kickers.
Anyone made this switch before? Did lead quality actually improve or did volume just tank?
Hiding pricing reduced our volume by 60%, but our conversions improved significantly. Only serious buyers filled out the form. If your product addresses their needs, they will reach out. Make the demo form simple and respond quickly.
We switched to demo requests for enterprise about a year and a half ago.
Yeah, leads tanked initially. But the people who booked calls were actually qualified and had real problems to solve.
What happened after the demo request made all the difference. We started calling within 30 minutes instead of sending automated emails. That alone probably doubled our show rates.
Here’s what nobody talks about - your sales team needs to handle high-intent leads differently. Our reps treated demo requests like regular signups and we blew some really solid opportunities early on.
Test both for two weeks each - transparent pricing first, then demo requests. Track cost per qualified lead, not just form fills. Most Teams buyers expect back and forth anyway. Demo wall works if your product needs explanation or customization. Transparent pricing usually wins for straightforward SaaS with clear value props. Really depends on your sales cycle and deal size though.
Volume drops but demos convert way better than random signups.