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.

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.