Most founders pick a revenue model the way they pick a price — by gut feel, by copying a competitor, or by choosing what feels safe.
None of those are strategies.
Answer 6 questions. Get a personalised revenue model recommendation — with the reasoning behind it and three things to do this week.
Questions6
Models mapped5
Time~5 min
Cost₹0
Question 01 / 06
Does your customer have this problem every month — or only occasionally?
Think about frequency of need, not frequency of use. A tax problem is annual. A communication problem is daily.
A
Every month — this is an ongoing problem they live with
The pain does not go away. They need a solution consistently, not just once.
B
Occasionally — once, seasonally, or when a specific event happens
The problem is real but episodic. They need a solution, get it, and move on.
Question 02 / 06
Who is your primary customer?
Not who you want to serve eventually. Who will you sell to in the first 6 months.
A
Businesses — companies, teams, or organisations
The buyer is making a business decision, often with a budget and approval process.
B
Individuals — consumers making personal decisions
The buyer is spending their own money, usually deciding quickly and alone.
C
Both — individual users inside organisations
A consumer-style product that companies also buy — productivity tools, learning platforms, etc.
Question 03 / 06
Does the value your product delivers increase with how much the customer uses it?
More usage = more value is the usage-based signal. A storage product or an API fits this. A one-time template does not.
A
Yes — the more they use it, the more value they get
Usage and value are correlated. A customer who uses it more gets proportionally more benefit.
B
No — the value is relatively fixed regardless of usage
Access to the product delivers a set benefit. Using it more does not compound the outcome.
Question 04 / 06
Can your customer try your product before they trust you — or must they trust you before they will try?
Self-serve products let customers try before committing. High-stakes or complex products require a relationship before a transaction.
A
They can try it first — self-serve, freemium, or free trial works
The product is accessible enough that a stranger can use it and form a view without a conversation.
B
They must trust me first — a conversation or demo is needed before they will commit
The product involves complexity, customisation, or a high-stakes outcome. Discovery comes before trial.
Question 05 / 06
In Year 1, what matters more to you — maximum users or maximum revenue per user?
This is not a trick question. Both are legitimate strategies. Freemium optimises for users. Direct sales optimises for revenue per user. They require completely different models.
A
Maximum users — I need volume, data, and network effects first
Getting many people using the product is the priority. Monetisation depth comes later.
B
Maximum revenue per user — I need sustainable unit economics from Day 1
Each customer should generate meaningful revenue. The model must be profitable at small scale.
Question 06 / 06
How complex is the buying decision for your customer?
This tells you how much sales infrastructure you need — and whether self-serve can work at all.
A
Simple — one person decides, low risk, can buy with a card today
The buyer is autonomous. No procurement, no committee, no lengthy evaluation needed.
B
Complex — involves budget approval, a team, or a multi-week decision process
Multiple stakeholders, procurement cycles, or significant financial commitment involved.