Pricing plans structure from Postman

Developer Markepear testimonials

When selling dev tools you typically have 3 "buyer" levels:

Individual dev:

  • wants to experience your value prop
  • ideally wants to play/test/use the free tool
  • doesn't buy tools but strongly influences buying decisions
  • wants to use it right now, not talk to his boss to get a credit card, not talk to sales

Team lead:

  • wants to improve teams productivity
  • collaboration, developer experience, and happiness are important
  • buys tools at a team-level budget
  • doesn't want to go through a lengthy sales process but  swipes the card and gets the team on this week

Org lead:

  • wants to improve the security and compliance of the entire eng org
  • security, control, governance
  • buys tools for the entire organization/enterprise
  • expects a longer sales process with a lot of moving parts and needs to discuss and negotiate

How does Postman solve it?:

  • packages their plans in a way that aligns with those buyers
  • different plans have features needed for Dev/Team lead/Org lead
  • CTAs are exactly what each buyer wants: Use > Buy > Talk

They even go the extra mile. Something I didn't see too often.

They understand their customer's reality and identified one more level between Org and Team.

Basically a department-level unit that probably has multiple teams but is not at the organization/enterprise level.

I really like what they did hear. Solid.

  • See Posthog pricing
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