Scaling DevTools Sam Lambert, CEO of PlanetScale: dropping the free tier was a great decision
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Jul 31, 2025 Sam Lambert, CEO of PlanetScale, shares his expertise from leading a cloud database provider. He discusses why scrapping the free tier fueled growth, emphasizing trust through reliability and user experiences. Lambert also highlights the importance of assertive leadership and staying focused on value amid distractions in development tools. Additionally, he underscores hiring for cultural fit and intrinsic motivation, demonstrating how these elements drive a company's success.
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Reliability Proven by Customers
- Real reliability and infrastructure quality in databases are best proven through customer experience.
- Public perception can linger due to past failures even if a product has improved significantly.
Dropping the Free Tier Was Wise
- Avoid maintaining a free tier if it doesn't convert users to paying customers promptly.
- Prioritize building a sustainable, stable business over short-term user growth at your own cost.
Free Tier User Experience Anecdote
- Sam tested screen casting apps by trying free tiers before deciding to pay for a better product.
- Free tiers help users understand the product and reduce friction before they become paying customers.