Pricing Experiments That Did Not Backfire

Removing the seat minimum00:00

Small teams were buying five seats to use two. Removing the minimum lowered revenue per account and raised total revenue, because accounts that had been bouncing off the minimum converted.

Usage overage instead of a hard cap06:40

The guardrail that made it survivable: a notification at 80% and one grace period before any charge, so no customer saw a surprise invoice. Support volume fell.

Raise prices on new business only14:05

Existing accounts grandfathered twelve months. Effect on win rate was inside the noise band; effect on average contract value was not.

The common guardrails21:18

Change one variable at a time, never touch existing accounts in the same release as new pricing, and publish the change before it takes effect rather than after.