Michael Gants — CEO, Encore
Published:
What we think of ours is more of like a negotiation… I get you don’t want to pay. Can we work out some deal? The deal is try a free trial of, you know, any of these products that are products you probably already use and love…
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-what-we-think-of-ours-is-more-of-like-a-negotiation-greg-i