[Mandatum]

I think this is pretty on-point.

The majority of your income will be from tech companies and education/research firms that have bought into Slack (which is far and few, most are all-in on Teams with just student groups in Slack).

Put out what you can for free, then slap on the commercial licenses or options for your potential customer base. User or workspace per month with a very slight discounted annual and heavily discounted multi-year option. It's mostly about adoption at this point, outbound marketing won't work unless you're actively demoing the feature to your customers.

And a lot has to align for that; Slack admins allowing it, a business unit willing to sponsor the budget, security & compliance.

Best of luck!