Process
The Tier Move Test for packaging changes
A seven-step method for pricing and monetization teams planning to move a feature between tiers or into AI credits. It starts six weeks before launch with a written hypothesis, interviews three customer groups, labels each feature as a leader, filler or killer, prices the target tier and ends with a follow-up wave 30 days after launch. Koji runs the interviews and the price test in one study per group.
Where this appears
What's in this process
- Write the move as a hypothesis: Which feature, from which tier, to which tier, for whom, from what date, and the revenue you expect.
- Pick three groups: Active users on the tier it leaves, customers already on the target tier, and recent buyers of the lower tier.
- Run the interviews: One study per group with the same core questions, over two weeks.
- Label every feature: Leader, filler or killer for each group, from what people said and ranked.
- Price the target tier: A price test with 30 or more people from the affected group, with the reason behind each answer.
- Decide and write the notice: At least 60 days of notice, using the words customers used for the feature.
- Interview again after launch: 30 days in, talk to affected accounts who upgraded, stayed or left.
Use this image
Free to use in your docs, decks and posts under CC BY 4.0, as long as you credit Koji with a link to this page. To embed it, paste this into your page:
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<a href="https://www.koji.so/visuals/tier-move-test-packaging-change-steps"><img src="https://www.koji.so/visuals/tier-move-test-packaging-change-steps/tier-move-test-packaging-change-steps.png" alt="Process showing the Tier Move Test in seven steps, from writing the move as a hypothesis to interviewing affected accounts 30 days after launch." width="1080" height="1350" /></a>
<p>Source: <a href="https://www.koji.so/visuals/tier-move-test-packaging-change-steps">The Tier Move Test for packaging changes</a>, Koji</p>
