Fig DevTool \USA

Freemium with hard paywall after 14-day trial. Free tier does not exist—this avoids Fig's mistake of training users to expect zero cost. Pricing is $49/user/month for teams (5+ seats), billed annually with 20% discount. Enterprise tier at $99/user/month adds SSO, RBAC, audit logs, SLA, and dedicated support. Usage-based pricing for AI features: included quota of 1000 AI assists per user per month, then $0.10 per additional assist. This aligns incentives—heavy users pay more, and we capture value from power users. Revenue model targets $1M ARR in year one (500 seats average, 50% on standard tier, 50% on enterprise), $5M ARR in year two (2500 seats, 60% enterprise mix), and $20M ARR in year three (10K seats, enterprise-focused). Expansion revenue comes from seat growth within accounts (platform teams grow as companies scale) and upsells to enterprise tier (compliance requirements kick in at 50+ engineers). The key metric is net dollar retention—target 130%+ by year two through expansion and upsells. CAC payback is under 12 months through product-led growth (bottom-up adoption, top-down procurement) and strong word-of-mouth in DevOps communities. Gross margins are 80%+ (SaaS model with usage-based AI costs as the main variable expense). The business model works because we target users with budget authority (platform/DevOps engineers), solve a hair-on-fire problem (production incidents), and have clear ROI metrics (reduced MTTR, fewer incidents, faster onboarding). Unlike Fig, we monetize the core value prop (safety and context) rather than peripheral features, and we design for enterprise procurement from day one.