Ep228: Free to Freemium: How Veeva Transitioned While Retaining Trust
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Ep228: Free to Freemium: How Veeva Transitioned While Retaining Trust
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Discover how Veeva transformed a free clinical research platform into a sustainable freemium business, balancing with their mission through transparent communication, fair pricing, and smart migration tooling built on AWS.
Topics Include:
- How Veeva builds industry cloud software for clinical research sites
- Why clinical trials sit between healthcare delivery and life sciences
- How a free platform grew into a self-sustaining business
- Balancing monetization and mission: free tiers, fair pricing, annual true-ups
- Giving 15 months' notice and over-communicating the why
- Building migration tooling to move users from multi-tenant to enterprise
- Handling edge cases and migration issues through radical transparency
- Navigating customer pushback amid 2025 NIH funding cuts
- What a strategic AWS partnership looks like beyond infrastructure
- Getting more from AWS by sharing long-term goals, not transactions
- Advice for SaaS leaders: set boundaries, prioritize fairness, own the message
- Preparing teams for change without gaming out every objection
Participants:
- Nick Frenzer – General Manager, Site Solutions, Veeva
See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/
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