Michael Gants — CEO, Encore
Published:
It actually has very little to do with your product. They’re at the last step of your onboarding flow for a reason. And the reason is because they’re actually pretty interested in your product.
What does Michael Gants say on The Agile Brand with Greg Kihlström?
Michael Gants, CEO, Encore, says: Encore CEO Michael Gants discusses the overlooked moment when users decline a subscription paywall and reframes it as an inflection point rather than a failure. He outlines an organizational blind spot where the 90% who say “not now” have no owning team, explains the instinctive psychology behind reflexive paywall rejections, and proposes partner-sponsored trials and in-session negotiations as a way to convert hesitation into engagement and revenue.
From: The Agile Brand with Greg Kihlström
Cite as: Michael Gants. (2026). On The Agile Brand with Greg Kihlström. Retrieved from https://research.agilebrandguide.com/insights/michael-gants-it-actually-has-very-little-to-do-with-your-product-theyre