September 23, 2019

Fifth paid customer!

Maxim Leonovich @maxim_leonovich

About three months ago we had our first upgrade, and today I woke up to see that we now have five customers subscribed to a monthly plan πŸŽ‰πŸŽ‰

Our MRR still looks more like a toy, barely covering the infrastructure, but at least we're going in the right direction :)

One of the counter-intuitive things that we've done recently was switching from a forever free volume-limited plan to a time-limited free trial. (I know everyone tells you this is a good idea, it just doesn't feel like one :) ). Our theory behind the forever free plan was that a user should accumulate some substantial amount of data in the system before it becomes an essential part of their tooling ecosystem. We've estimated the amount of data required at 100 Q&As (we're a knowledge base, we store Q&As).

In reality, however, people were adding the first few dozens very quickly and then slowing down drastically and seldom reaching the 100 threshold. We've still had a few upgrades with this model though. I thought that switching to a trial period won't help us achieve more upgrades but rather make potential users churn faster because they won't accumulate much data in the system during the practice. We were so surprised to see two companies upgrade when their trial period has ended, even though they had very little data in OneBar to date.

We'll see how it goes from there, but so far it seems like a free trial is a good idea for a SaaS product at our stage. We think that we may re-introduce the unlimited plan eventually, but it will be more of a growth-hack, and we need more traction and better PMF before that.

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