At Userify[1], we just made our primary product (user and SSH key management for cloud servers) completely free. We&#x27;re charging incrementals for feature upgrades, faster sync (from 3 minutes down to 10s), etc.<p>On the other hand, this hasn&#x27;t slowed down our enterprise sales cycle at all; in fact, it seems to have sped it up, with five enterprise deals in the pipeline right now.<p>However, this approach is risky and it&#x27;s really hard to get the balance right; companies that have raised rounds might have to answer to investors. Still, sometimes it&#x27;s worth prioritizing long-term growth over short-term revenue.<p>My view is that we should always have something free or very cheap for the smaller technologist&#x2F;hacker&#x2F;startup. They tend to bring their favorite solutions to other larger companies. Goodwill is one of the best growth factors.<p>1. <a href="https:&#x2F;&#x2F;userify.com" rel="nofollow">https:&#x2F;&#x2F;userify.com</a>