“in the beginning we didn't monetize at all... people started to ask to work with their team and then we needed to provide a more complex real-time collaboration... monetization should not be a guess and should be response to your behavior”

Watch usage patterns to find the feature actually worth charging for

Jonathan resisted guessing at a pricing model and instead watched how users' behavior evolved over time. When team collaboration naturally emerged as the workflow bottleneck, real-time multi-user editing became the paid tier. Pricing landed on something users already wanted enough to request, making the upgrade feel obvious rather than forced.