Case studies
Mailtrap is a Railsware product that was first developed for its own use but eventually made available to the broader development community. From a small internal script, it has grown into an Email Delivery Platform that covers all email-related needs in one place: testing, sending, and in-depth tracking with hundreds of thousands of users and a 6-digit MRR. But, as is often the case, with scale new challenges emerged.
As user numbers grew, so did the number of analytical tools in use and the sheer amount of data points to analyze. Financial data would flow from Braintree, Stripe, and Profitwell. App usage stats would fill BigQuery and PostgreSQL tables. Website and adoption details would reside in Google Analytics.
Another issue the team wanted to address was of a financial nature. Mailtrap has enjoyed steady user growth for many years, and the team knew the product was excellent. However, the existing freemium model allowed many to use Mailtrap extensively without ever needing to upgrade to a paid plan.
There was a lot of hidden revenue to be unlocked here, but it had to be approached smartly. Rather than relying on intuition or simply copying competitors’ pricing, they chose to take a data-driven approach.
