Localized Price Testing

On the podcast: the experiments behind Mojo's 60% lift in ARPU, why a winning paywall in Japan completely failed in the US, and why not relying on day one for most of your revenue is actually a strength.

This conversation is shorter than usual and will be featured in RevenueCat’s State of Subscription Apps report. Each episode in this series will explore one crucial topic and share actionable insights from top subscription app operators.

Top Takeaways:

🌍Show free users a paywall every week after onboarding
Triggering a paywall on app open once per week for free users drove 15% of new revenue with no backlash. The more generous your free tier, the more users tolerate the ask.

💪A winning paywall in one region can completely fail in another
A long, detail-rich paywall lifted revenue 20% in Japan but flopped in the US, where cleaner designs with punchy copy outperformed. Always retest winners in each market before rolling out globally.

⚡Experiment velocity is a huge unlock for revenue optimization
Running parallel paywall tests across geo segments on a weekly cadence compounds gains fast. More iterations mean shorter feedback loops, faster learning, and fewer months leaving revenue on the table.

About Michal Parizek

🚀 Senior Growth Product Manager at Mojo, a mobile-first content creation platform that empowers businesses and creators to produce professional, animated social media content in minutes.

👋 LinkedIn

Episode Highlights:
[0:00] Introduction to Michal Parizek, Senior Growth Product Manager at Mojo
[1:02] How Mojo achieved a 60% increase in average revenue per user
[2:16] The impact of paywall design experiments on Mojo's revenue
[3:31] Why the same paywall design worked in Japan but failed in the US
[4:45] Mojo’s global pricing strategies and the role of regional differences
[5:45] How Mojo optimized early revenue with the 7-day ARPU metric
[7:02] The role of customer feedback in shaping Mojo’s growth strategies
[8:15] Testing different pricing models: How Mojo decided on the $79 price point
[9:30] Why focusing on new revenue, rather than renewals, was crucial for Mojo’s growth
[10:45] The benefits of running paywall campaigns for existing users
[12:02] How Mojo balances customer experience with aggressive monetization strategies
[13:15] The importance of experiment velocity and fast iteration in scaling Mojo
[14:34] Surprising results: Mojo’s success with paywall strategies for existing users
[15:41] Closing thoughts on scaling an app with data-driven experimentation and customer focus