Developer tools have a pricing trust problem. Usage-based bills that triple overnight, 'contact sales' walls, egress fees discovered in production.
We decided to publish exactly what our infrastructure costs us and what our markup is. Every plan, every metric, in a public spreadsheet.
The results
Sales cycles got shorter — procurement teams love a bill they can predict. Churn dropped. And competitors didn't undercut us, because racing to the bottom on margin helps nobody.
Trust, it turns out, converts better than discounts.