But limiting searches and integrations in the Standard plan wouldn't align with the value to the customer. Once you are in the Standard plan, messages and integrations are unlimited, regardless of whether you move up to the Plus plan. Once you start using Slack more, with more members of your team, the ability to go back and search messages and files becomes valuable. It has to align with where your customer sees value. What makes up a good value metric? Patrick lays it out: They prompt customers to upgrade because they want to, not because they have to. You go from being a free customer to being a significant customer, and it makes sense to you.
You upgrade from $0 to $200 or $300 per month. And when you make that leap, you don't upgrade from $0 to $20 per month. So we upgraded to the Standard plan because it totally made sense. Slack itself, with its 200 channels on its internal Slack, would reach that limit in about three hours. Given the size of our team, we would burn through that 10K limit in about three days. At Price Intelligently, the average number of messages sent per day is 77. But as a team grows, you hit that limit very quickly. Initially, we limited our Slack use to stay on the free tier and under that 10K messaging limit. I'm going to go and wait until they are willing to pay $8 per employee so it's worth my time.” Slack is like, I don't want to deal with a $20 customer that has 5 employees. A key point that Patrick and Peter make is that there is no $4 tier at Slack: The jump in willingness to pay at each team size is almost 100 percent, leading to clean segmentation. Teams with more than 50 people have a WTP of about $12–$13. Teams with between 10 and 50 people have a WTP of ~$8. Teams with fewer than 10 people have a WTP of $3–$4. There are three clear tiers in the willingness-to-pay (WTP) data that align perfectly with pricing: That is about as close to pricing perfection as any company is going to get. Let's go straight from that pricing page to our data from 4,300 Slack buyers: In the Plus plan, you pay up to $15 per month and get unlimited searches and integrations, as well as enterprise-level services such as single sign-on, compliance reporting, and guaranteed uptime. In the Standard plan, you pay a maximum of $8 per month, but message searches and integrations are unlimited.
In the Free plan, you pay $0 per month but are restricted to “10K of your team's most recent messages” and “10 third-party or custom integrations.” New buyers have a choice of three tiers when they join Slack: The secret of Slack's awesome pricing is pretty much hidden on the pricing page:
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