Rob Litterst

[LIVE] New UsageMoments episode with Rob Litterst. We discuss credits, usage-based models, and why pricing is becoming a day-one, ongoing problem for product, finance, and pricing teams. 🎧 youtu.be/lXHF0QIQG4M

5/ The days of "launch first, figure out margins later" are over. The slow rollout is the new growth hack. Watch for more companies to adopt this exact playbook in 2025.

4/ So Intercom is doing what every AI company should: Prove it works with 100 customers who'll give honest feedback → Scale to 1,000 → Then open the gates They're optimizing the product AND pricing model simultaneously.

1/ Intercom just showed everyone how to launch AI products in 2025. They dropped Fin Voice (AI phone support) last week with: - No fanfare - No waitlist - No hype Just a quiet rollout to select customers who have to contact Sales to learn more.

Hootsuite offered 20% off if you skip the trial and buy immediately. This isn't desperation — it's smart psychology. Why force ready buyers through unnecessary friction? Skip-trial discounts capture immediate revenue while keeping trials for those who need them.

@matter @ShaunNestor @briansholis @_feynon Nvm! Working now. Inbox was empty so wasn’t popping up. Thank you!🙏🏻

@matter @ShaunNestor @briansholis @_feynon Only seeing that “make Home Screen” option with Queue and can’t find Inbox anywhere. Wondering if it’s part of my plan? I’m on premium.

🖤 Big Update! Today, we're launching a new Home Tab that delivers a daily selection of the highest quality reading from the world's best minds. If you've been with us for a while, you know we’ve experimented with several approaches to curation — Staff Picks, Read Something Wonderful, and our Words That Matter newsletter. The new Home Tab merges these projects into one consistent discovery experience. Its purpose is simple: to help you find ideas that change how you think and how you feel. In designing this new experience, we've inverted the way most recommendation systems work: Instead of serving news, we prioritize timeless content. Instead of delivering what's popular, we find you hidden gems. Instead of trapping you in a corner of your interests, we offer range and serendipity. Building a better decision engine for reading is core to our mission. And while we still have a long way to go, today's update is a big step in that direction. For Inbox and Queue-first users, note that: • Your Inbox lives within the Home Tab. • You can still set your Queue as your start screen. As always, let us know what you think. More so than with any other feature, we will be relying on your feedback to shape its development!

@matter @ShaunNestor @briansholis @_feynon @matter is this still possible? Would love to set inbox as my home screen but can’t figure it out

@ShaunNestor @briansholis @_feynon Hey Shaun, we're releasing a fast-follow tomorrow that will let you set your Inbox as your start screen.

Everyone says freemium is dead. But Figma and DocuSign recently used it to launch new products: FigJam/Figma Slides and Intelligent Agreement Management respectively. Freemium is alive and well -- and arguably the best way to get traction in a new market.

Fun fact: Your customer doesn’t care how perfect your pricing model is. They care if it makes sense and feels fair. That’s it.

@AstronautSpidey fair point, spidey

Pricing is NOT a science. It’s part math, part psychology, and part vibes. The best strategies I’ve seen? They started with intuition—not a spreadsheet.

@simonsarris Completely agree. Started losing interest pre-kids, but having kids pretty much closed the door on TV for me. Except White Lotus, which is sublime

I just cannot imagine watching this stuff. Foreign world.

Between feature differentiation and usage limits, Clay’s pricing scales seamlessly. The model is a well-oiled machine now, but it didn't happen over night. It took iteration, creativity, and lots of customer feedback. I look forward to following along to see what's next.

5️⃣ Alignment (Part II) ▶ Starter has Phone Number Enrichments to help build lead lists ▶ Explorer adds Email Sequencing Integrations to help scale outreach ▶ Pro adds CRM Integrations to help scale GTM processes ▶ Enterprise adds customization, security, and support

1/ I dug deep into Clay's pricing and packaging strategy over the past week. I read memos, signed up for an account, watched trainings, and spoke with the team behind Clay’s pricing decisions. I found 5 factors that make Clay's pricing function so impressive 👇