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    03 — Value stream · VS-320

    Trial-to-Subscription

    Carry a self-serve sign-up from trial through activation and conversion to a paid plan, then through usage, expansion and renewal. Where Lead-to-Cash (VS-20) runs a sales-led deal, this stream is product-led: the product itself provisions, entitles, meters and signals when a customer is ready to buy more or about to leave.

    • Product-Led Growth Funnel
    • Free-to-Paid
    • Self-Serve Subscription Lifecycle
    // FIG. 03 · Stage flow
    1Sign Up & Provisi…2Activate3Convert4Meter & Bill5Expand6Renew or Downgrade
    1. 01

      Sign Up & Provision

      VS-320.10

      Create the account and tenant within minutes, with the trial plan's entitlements and limits applied.

    2. 02

      Activate

      VS-320.20

      Guide the new user to the first meaningful result, and measure which steps lead to it.

    3. 03

      Convert

      VS-320.30

      Offer the plan that fits observed usage, take payment and switch entitlements from trial to paid without interruption.

    4. 04

      Meter & Bill

      VS-320.40

      Capture usage against quotas, show it to the customer, bill seats and usage with the right sales tax, and retry failed payments before service lapses.

    5. 05

      Expand

      VS-320.50

      Spot accounts approaching limits or adopting new features, and offer upgrades or add-ons in the product or through sales.

    6. 06

      Renew or Downgrade

      VS-320.60

      Read health signals before renewal, intervene where risk shows, and renew, downgrade or end the subscription cleanly.