Definitely worth AB testing this - But I believe that testimonials work on the human herd-instinct-purchasing thought process - e.g - I don't want to be the fir

Definitely worth AB testing this - But I believe that testimonials work on the human herd-instinct-purchasing thought process - e.g - I don't want to be the first (and maybe only) person to have bought X. Seeing a list of people having purchased X before me is rather comforting. Due to this, testimonials with pictures of real people have the most impact in the decision making process - especially if (i) the SAAS website is relatively unknown and (ii) its a SAAS for consumers (i.e. customers are consumers and not businesses).