0008 — Tier model — 4-tier structure + admin mode coupling

Context

offplan.online — subscription SaaS. Pricing structure блокирует Phase 1.7.11 (Free tier billing tracking) + Phase 1.2 (admin mode coupling — Quick Build vs Full Admin per CONV-21 Atelier rework).

Конкретные цены / лимиты / naming finalisation — defer to sub-plan ratification + hosting cost model + Roman input. Этот ADR закрепляет structural decisions only (4-tier shape + admin mode coupling), оставляя numbers как Open Questions. Status field accepted-structure-pending-numbers отражает этот split: structure = ratified, numbers = pending.

Decision

4-tier structure (Foundational §3)

• Free Guest — гостевая Organisation в чужих проектах (по обратному приглашению). Не может создавать собственные projects. Не может приглашать guest organisations.
• Tier 1 — свои projects с базовым лимитом. Все 5 ролей (per ADR 0009). Default subdomain {slug}.offplan.online. Может приглашать guests.
• Tier 2 — Tier 1 + custom domain (CNAME) + DKIM на свой домен (per ADR 0011) + повышенные лимиты.
• Tier 3 (Enterprise) — Tier 2 + Microsoft / Custom SSO (per ADR 0005 v3) + SLA + индивидуальные лимиты + дополнительные модули.

Admin mode coupling (CONV-21 Atelier rework)

• Free Guest tier + trial period (T1 14d, no card per ADR 0001) → Quick Build mode (Object Builder onboarding) only. Full Admin залочен.
• Active paid subscription (Tier 1+) → Full Admin unlocked. Quick Build остаётся доступен как «New project» entry point.
• Trial expired без оплаты → auto-downgrade to Free Guest, projects read-only. Public sales page работает 30d, потом freeze. Re-pay в любой момент → instant restore (без data loss).

Tier 2 (Pro) как trial default [amendment CONV-35 — B4 ratification]

• Trial = T2 (Pro) default (per Sub-plan 2 CONV-35 B4 ratification). Industry baseline 2026 (Notion / Linear / Vercel) — Trial unlocks paid tier user most likely к покупке. Conversion lift +5-10% per public PLG benchmarks vs default-tier Trial.
• Stripe Subscription on price_tier_2_monthly Price ID during Trial.
• Trial unlocks ALL Pro features for evaluation (Team / Analytics / Buyer records / Audit log / Custom domain / DKIM). Locked: SSO (Enterprise only).
• Conversion paths: stay on Pro (default — добавил card, продолжается) · downgrade к Starter at conversion (SubscriptionSchedule flip at trial_end) · don't convert → Free Guest auto-downgrade.
• Multi-seat Trial: up to 3 seats (Owner + 2 invited teammates) per B1 ratification — Team management active during Trial.
• Trial limits: 1 project hard cap (Pick #12) · 3 seats hard cap (B1) · 14 days duration.
• Trial badge TRIAL — N days left в шапке админки.

Original «Trial = T1 only» (pre-CONV-35) — superseded:

• Trial = T1 only (не выбор) — T2/T3 features (custom domain, DKIM, SSO) require commitment. Reasoning: T1 Trial limits demo value (studio cannot show analytics к developer client during pitch); industry shift к «evaluate-paid-tier» pattern.

Config-driven pricing surface (amendment CONV-35)

Per Sub-plan 2 plans/onboarding-trial-mode.md Pick #14, pricing rendered from pricing-config.ts schema. UI layout, components, Stripe integration — all ratified (CONV-34 + CONV-35). Numbers (monthly_price, limits.*) = config values populated post-Roman input. Status accepted-structure-pending-numbers remains correct: structure ratified; numbers config-driven, не code-blocking.

pricing-config.ts references single Stripe Price ID per tier (multi-currency auto-handled by Stripe via currency_options — USD/EUR/AED Stage 1). Numbers update без code change. Reference: Sub-plan 2 Part 2 Step 4.

Open Questions (defer to sub-plan)

• Pricing per tier — TBD после hosting cost model (Phase 1.7.13 «Cost-of-ops projection at 100/500/1000 Orgs»).
• Exact limits — X projects / Y team members / N units per tier. TBD после sub-plan + Roman input.
• Naming finalisation — «Tier 1 / Tier 2 / Tier 3» (current scaffolding) vs «Starter / Studio / Agency / Enterprise» (proposed alt). TBD в sub-plan.
• Free Guest expiry policy — do Free Guest accounts expire if inactive N months?
• Conversion triggers — lazy («attempt to upgrade») vs active («trial expired notification»)?
• Open pool mode (per ADR 0010) — может быть Tier 2+ feature; TBD в sub-plan.

Alternatives Considered

• 3-tier structure (no Free Guest) — rejected. Reverse invitation pattern (Studio → Developer guest) requires no-charge tier для non-paying participants in others' projects.
• Per-seat pricing — rejected for Stage 1. Too complex для self-serve onboarding; per-Org tier simpler. Reconsider Stage 2 если enterprise demand.
• Unlimited free tier — rejected. No conversion incentive; misaligned with Volume Vision parent business unit economics.

Consequences

• Phase 1.7.11 (Free tier billing tracking) — implements tier: free_guest | starter | tier_1 | tier_2 | tier_3_enterprise enum в billing schema. Conversion funnel events: free_guest_signup / free_guest_to_paid / free_guest_churned.
• Phase 1.2 (Onboarding + Quick Build) — admin mode router checks tier + trial state.
• Sub-plan plans/onboarding-trial-mode.md — ratifies pricing / limits / naming. Status moves from accepted-structure-pending-numbers → accepted после sub-plan ratification.
• Cross-references:
  • ADR 0009 — Organisation entity = subscription unit.
  • ADR 0010 — Open pool mode tier coupling TBD.
  • ADR 0011 — DKIM = Tier 2+ feature.
  • ADR 0005 v3 — Microsoft + Custom SSO = Tier 3 feature.
  • ADR 0001 — Trial 14d no-card model.
  • ADR 0013 — Tier change proration policy (upgrade prorated / downgrade end-of-period).
  • ADR 0017 — Payment provider Stripe Stage 1 (confirms Stripe Price IDs map к tier slugs).
  • Sub-plan 2 plans/onboarding-trial-mode.md — Pick #14 + Part 1B R2 + Part 2 Step 4 (pricing-config schema, multi-currency).

Revisit trigger

• Hosting cost model results (Phase 1.7.13) — могут require pricing pivot.
• Roman input on pricing strategy — может shift naming или limits.
• Conversion funnel data (post-launch) — Free Guest expiry policy may need adjustment.