How to Hire More Reps

2min Snip

00:00

Play full episode

Summary

Transcript

Episode notes

With sales, I think it's the easiest thing to get ahead of yourself in hiring. The biggest thing that I would look for in this kind of even up to 20 million or 10 to 20, is there some repeatability that you're seeing here? And if you're seeing that repeatability, you're probably really onto something and you're able to hire some more reps.

Our guest today is Douglas Hanna , Chief Operating Officer at Grafana Labs.

Grafana Labs is an observability stack built around Grafana, a leading open-source technology for dashboards and visualization. Douglas is a seasoned revenue leader, previously leading operations and GTM strategy at Zendesk. At Grafana Labs, Douglas has been instrumental in scaling GTM at the open-source company — building up both team headcount and its revenue model.

In our conversation today, Douglas dives deep into the process of bringing products to market at an open-source company.

We explore the different facets of building and scaling a revenue model at an open-source company. Douglas opens up the GTM playbook at Grafana Labs sharing:

When to commercialize a feature vs. switch to a hosted version of a product
Tried and tested frameworks for pricing and packaging
How Grafana Labs thinks about what to put behind a paywall
How the GTM team was built over time.,

You can follow Douglas on Twitter at @douglashanna. You can email us questions directly at review@firstround.com or follow us on Twitter @firstround and @brettberson.