With the reverse trial approach in mind, I recommend giving away for free any features that enable and accelerate top-of-funnel user growth. These features directly serve to grow and retain your user base over time.
In contrast, the features that are best suited for paid plans are the ones you can roughly categorize as “moat” features, “sticky” features, or “complex” features. Paid features should map to target user personas and clearly differentiate the value of each persona.
Moat Characteristics: High switching costs or strong network argentina mobile database effects, compounding value relative to competition
Sticky features: Once users start using this feature, they will pay more to use more
Complex functions: deeper and more complex use of functions
For example, a new customer can build a basic CRM in Airtable for free. But our Salesforce integration unlocks deeper usage and extends their workflow, making it a great fit for a paid plan. At the same time, the ability to invite many colleagues to view the views you create on top of that CRM should be free - we want that moment of success to be easy and to get the product in front of as many people as possible.
Note that there are multiple pricing models beyond what we’ll cover today: seat-based, usage-based, tiered, and combinations of each. The exact way you “give away” premium features will depend on your product and should map to your customers’ usage more on that next.
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