Case Study: Kobiton achieves 125% revenue growth and 143% trial-to-paid conversion growth with Gainsight PX

Kobiton Achieved 125% Revenue Growth and 143% Free Trial Conversion-to-Paid Growth with Gainsight PX

Kobiton is a mobile device testing platform that helps teams accelerate release cycles with live and automated real-device testing across 350+ devices, offering both cloud labs and private local labs. Faced with a self-serve model where 70–80% of customers began as free trial users, Kobiton needed to guide trial users to the platform’s most valuable features and materially improve trial-to-paid conversion for small and mid‑market customers.

Kobiton implemented Gainsight PX to deliver targeted in-app engagements, an in-take survey, Slack integrations, retention cohorts and a knowledge bot, enabling behavior-based paths and deeper product insights. The results were significant: trial conversions rose 69%, Kobiton exceeded self-serve quota goals and achieved 125% revenue growth and 143% conversion-to-paid growth (2019–2020), plus double‑digit lifts in trial-to-paid conversions and weekly self-serve revenue, while gaining clearer signals for future upsell and retention efforts.

Kobiton

Drew Williams

Director of Marketing