Most users don't know what you're selling

I guarantee you 75% of your customers in freemium product are not aware of what you're selling. Only focusing on monetization awareness can give you incredible output on driving monetization.

What is a day one premium feature? What is a premium feature that you can get value from the very first time you engage with the product? That's different than your day 100 features.

Snyk is a developer security platform that offers both free and paid plans for code vulnerability scanning.

For Snyk, the real drivers to move from free to a paid plan, for example, is when you want to secure business critical code and you start having needs around governance and compliance.

Personally I'm in the camp of offering a reverse trial. Funky name, but what that means is offer a trial but also offer freemium. Do both.