The Evolution of Our Sales Structure Over Time

4min Snip

00:00

Play full episode

Summary

Transcript

Episode notes

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.

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.