As a software dev I can say this is so true. A 14-day free trial is not free, it costs your time.
It takes a serious block of time to evaluate any product or service, maybe a few days. If I put a few days into an open source product and I like it I can just use it. If it is a paid product I'm going to have to go to my management, it might be easy or it might be hard, but I have to discount the gains from "I found a product I like" by the probability that "we won't buy it anyway" so that makes me all the more hesitant to complete a trial.
It takes a serious block of time to evaluate any product or service, maybe a few days. If I put a few days into an open source product and I like it I can just use it. If it is a paid product I'm going to have to go to my management, it might be easy or it might be hard, but I have to discount the gains from "I found a product I like" by the probability that "we won't buy it anyway" so that makes me all the more hesitant to complete a trial.