Should I introduce a paying plan for my startup services from Day 1 or should I start with just the free plan and introduce the paying plan(s) at a later date?

There are many exceptions, but I found launching with a 100% free product was a huge mistake.

Why? Free helped get a handful of early users testing the product and talking about it, for sure.

But you don’t learn anything about what paid customers want from free users. You mostly only learn what free customers want.

The things our free customers asked for (localizations, integrations, uses cases) turned out to have very little in common with what paid customers valued.

Back in the day, for us, we lost 3 months of feedback on how to make paying customers happy and successful by launching 100% free and waiting 3 months to add paid.

Free editions have lots of benefits. More here:

The Customer That Needs a Champion: Your Free Customers | SaaStr

But generally, free user feedback is limited to how to improve the free version.

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Published on August 23, 2019

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