This document discusses building apps for cloud platforms using a freemium model. It provides examples of how Manymoon has built apps for Google Apps and LinkedIn using this approach, leveraging the large user bases and self-service nature of these platforms. Key lessons discussed are focusing on providing value to mutual customers of the platform, being transparent about pricing and business models, and charging for premium features early while optimizing over time.

1. Amit Kulkarni, Co-Founder & CEO
October 25, 2010
Freemium2

2. Building Apps
for Cloud Platforms
Pricing for Cloud
Platforms
Manymoon Overview

3. Manymoon Overview

4. Manymoon Overview
• Manymoon is a service that professionals use every
day to get work done
• 30,000+ businesses
• We have a true freemium business model
• We believe in cloud platforms

5. Social Productivity Tool
Tasks
Projects
Workflows
Social

6. Social Productivity Tool
Tasks
Projects
Workflows
Social

7. Building Apps
for Cloud Platforms

8. Cloud Platforms Great for Freemium
• Volume
o 100s of millions of users (Google Apps + LinkedIn
+ Salesforce + Facebook)
• Self-Service
o Customers seek you out
o Support
• Predictable Funnel
o Users expect to add an app and upgrade days, weeks
or even months later

9. How Apps Succeed on Platforms
• Focus on providing value to mutual customers
o Teach platform new things about their customers
o Keep customers engaged with the platform
• Be a good citizen in the ecosystem
• Show them a sustainable business

10. Google Apps Marketplace Traits
Qualified Audience of Decision Makers
• Already use the cloud
• Direct relationship with
customer
• Customer expect to pay
for quality products
Leverage Google's marketing

11. Why Develop with Google APIs?
• Open APIs, great
documentation & support
• Straight forward listing
process
• Demand in Google Apps
suite for value-added
apps
Leverage Google's products
Time to Market

12. Manymoon for Google Apps
Broad integration with broad appeal
• OpenID / SSO
• Google Calendar
• Gmail
• Google Docs
• Google Contacts
• Google Sites
Reduce Friction!

13. How's It Going?
Signing up average of 1000+
businesses per week
Converting to
Premium Editions
Increased Revenue!

14. Where the Funnel Starts

15. Reviews are the New Sales Cycle
• Impact on
registrations
• Volume means
you'll have lots of
happy customers

16. LinkedIn Applications
Qualified Audience of End-Users
• Inter-company
• Target specific use
cases
• Public information
Leverage Network Effect in LinkedIn

17. Manymoon for LinkedIn
• Follow the LinkedIn
UX
• Focus on activations
• Build virality into app

18. Pricing for Cloud Platforms

19. Our History of Pricing for Platforms
• Businesses wary of un-published business models
• Continual feedback & iteration on pricing & features
o OK to increase price (demonstrate value)
o How to handle existing subscribers
• Future: seamless & granular buying experience

20. How We Charge

21. Pricing for Platforms - Lessons
• Businesses will pay for features similar to premium
platform features
• Collaboration products - charge & provide benefit
to all users (not just 1 person)

22. Summary
• Platforms great opportunity for freemium
businesses
• Leverage the platform (marketing, product &
pricing)
• Charge early and optimize

23. Thanks!
@akulkarni
@manymoon