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Three things "free" can mean

Where HubSpot started, and why the narrative mattered

Check: sample or substrate?

The substrate move

What the sequence makes possible

Check: why a crippled version fails

Category creation, or just a good product

Category creation, or just a good product?

Worked Example: classifying three free products

Check: when the category becomes a fence

Expert Depth: why a successful category eventually traps you

Expert Depth: what freemium costs at the substrate stage

Check: the metric that matters

Practice: classify a free product

Check: why the better tool loses

Teaches how to work out what a company's free product is structurally doing by classifying it as a sample, a subsidy, or a substrate. The test is whether the free product holds the data or workflow that later paid products attach to.

Take a company giving something away and determine what the free product is structurally doing, by classifying it as a sample, a subsidy, or a substrate, and testing whether it holds data or workflow that later paid products attach to.

What the Free Thing Is Actually Doing

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