We have a very complex B2B SAAS product. Customers expect to do a full trial and understand the product before they purchase it. We are happy to tailor the product for their specific needs.
This answer is simple: use Calls to Action (CTAs) on your site that encourage visitors to talk to you instead of trying it on their own. Pose it as a "free consultation" instead of a sales plea. If you have sufficiently sold the benefits of the features, this is not a very hard ask of visitors.
This might be something worthwhile to test with an A/B testing tool like Optimizely.
