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The go-to-market guide for open-source companies — Douglas Hanna, COO Grafana Labs
In Depth
The Evolution of Our Sales Structure Over Time
The sales structure, we've consistently had what I would call like a combined hunter-farmer role. Something in our mid-level that we started doing a little bit more and now particularly at much larger scale we do is we have much more rigorous segmentation. On the ops side we've gone from basically Salesforce admin to like real, we call it revenue operations team. And then when you're getting to greater scale, they're going to want people who can really double or triple high level metrics. That's been a evolution for us.
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