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You're not wrong but they do seem to want to keep focusing on consumers (not just developers), teams, and enterprises all at the same time but market [0] the product differently. > If we're going to fix the Internet, there's no point only fixing it for big companies who can pay a lot. That misses the point of the whole adventure. The Internet is for everyone. We have to fix it for everyone, or why bother? We knew we had to design a business model and a technical architecture that removes any incentive to abuse your privacy. Providing an ever-expanding free tier is how we help as many people as possible. > ... > Tailscale's go-to-market strategy is what we call bottom-up growth, or product-led growth (PLG). An earlier name for this is "GTM 3.0", which is explained beautifully in a presentation by Adam Gross... To summarize: in GTM 3.0, you give away an unlimited free tier for individual use (Not a trial, a free tier; this is what makes it different from GTM 2.0). Then, for collaboration in small teams, you charge a bit. Then, for big company control and auditability, you charge even more. At each level, the value proposition is different, so that users use your tech differently and benefit differently from it. And at each level, the buyer is different, so the messaging is different. From tailscale.com/blog: How our free plan stays free, https://archive.is/R7jqw [0] https://en.wikipedia.org/wiki/Marketing_mix |