Freemium Done Right: Lessons From a Multi-Billion-Dollar App — Chris Hulls, Life360

Listen to this episode from Sub Club by RevenueCat on Spotify. On the podcast we talk with Chris about how to do freemium the right way, drafting a customer “Bill of Rights” to guide product decisions, and why blindly following A/B test results can lead to short-term gains but undermine your business long-term.Top Takeaways:🧮 Data has limitsShort-term data can lie. When every experiment looks like a win in isolation, it’s easy to miss the slow erosion of trust happening in the background. Real harm often builds quietly and cumulatively — too subtle for A/B tests to detect, and too long-term for analytics dashboards to surface.🧊 Freemium is a strategy, not a stepping stoneFree users aren’t just a growth channel — they’re often the foundation of retention, virality, and brand. The key is not just giving something away, but building genuine value into the free tier while monetizing a clear, meaningful upgrade. Trying to monetize too early or too aggressively risks killing long-term compounding benefits.🚪 Fake doors, real insightsNot every test needs statistical significance. Especially in the early stages of validation, it’s better to move fast, fake the backend, and just see what people click. When the goal is to gauge interest, not measure retention, scrappy beats precise.🛑 Dark patterns don’t scaleStacking minor friction points, misleading CTAs, or unclear pricing might bump conversions — but it quietly breaks trust. Even if the data looks fine, something more critical is breaking: your brand. When users stop recommending you, you’ll realize those small wins were expensive.📐 Principles over processWhen companies scale, the instinct is to build more process. But sometimes the best way to maintain speed and quality is through shared principles. A clear set of product values — what won’t be touched, how users are treated — provides clarity, autonomy, and momentum across teams.About Chris Hulls:👪 Founder and CEO of Life360, the family safety platform used by over 80 million active users worldwide.🔒 Chris is passionate about building products that offer real daily utility while protecting user trust, focusing on long-term value instead of short-term growth hacks.💡 “The core has to give real value to our customers, not kind of fake value. Like real, real value forever for free, period.”👋  LinkedInFollow us on X: David Barnard - @drbarnardJacob Eiting - @jeitingRevenueCat - @RevenueCatSubClub - @SubClubHQEpisode Highlights: [1:33] A niche market: How the Life360 team found success by building an app in an under-served vertical.[7:55] Free vs. paid: Striking the right balance of free versus paid features in a freemium app.[11:37] A strong constitution: Why Chris and the Life360 team wrote a customer “Bill of Rights.”[15:59] Data-driven: Why you may not always need to run tests on a large percentage of your users to get helpful results.[22:17] Value ad(d): Creating helpful — not annoying — user experiences in ads and brand deals.[29:12] Moving target: User privacy and the ethics of selling users’ raw versus de-identified versus aggregated data.[38:31] The long haul: How to stay energized and excited working on the same product for multiple years.[44:28] Unbreakable: Exercising caution with mission-critical features to maintain user trust.[53:35] Future-proof: How Life360 is growing and expanding in 2025 and beyond.