Thanks for asking the question. For Crazy Egg what I would do differently is instead of start with a free plan, I’d start with a trial and paid plans only. I would use that time to discover both what people are willing to pay for and also develop a free plan in conjunction. This way we would have a strong pulse on paying customers and their needs versus focusing on converting free customers to become paying customers. It’s a strategy that I don’t see mentioned often. Folks are usually debating whether to have a free plan or not instead of focusing in the early days on exactly what needs to be built for customers in order for them to pay for the product. I’m a huge proponent of having a free plan, I would just sequence it in at the right time. The one caveat I’d give is if you are in a market where free plans are the norm. Then you probably should start with a free plan that’s similar to competitors and build in appropriate upsell opportunities to start that mimic with the customers in the market are used to.
The above is even better than any specific learnings I’ve had. Overall the one thing you want to solve for early on with a product is maximizing the learnings, especially ones that help you figure out what people are willing to pay for.