This week’s Case Study on our sister site Subscription Site Insider has one of the most interesting lead generation tactics we’ve seen for site license sales.GenomeWeb provides news and information about the molecular biology and genomics fields. Obviously, this is the type of publication that’s ripe for site license sales, particularly for companies creating technology based on scientific advancements.In order to facilitate upselling site licenses, GenomeWeb has created a paid ($95) three-person trial. During the sign-up process, individuals are asked to invite colleagues to join in on the trial.

Best of all, even if trial-takers don’t volunteer any names, GenomeWeb will examine its own customer database for existing registered users at the same organization. To date, 59% of GenomeWeb’s subscribers are site license holders.But this brilliant tactic requires a complex conversion process. For step-by-step instructions on how GenomeWeb converts their three-user trials into site licenses, join Subscription Site Insider today!