How to Measure and Reward Your Sales Team for Consumption

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There's a lot of tailwind to this move towards across the ecosystem both closed and open source towards usage base. But for somebody who hasn't thought that much about it or is a skeptical any quick thoughts that might be useful for them? There's several, obviously it's really nicely aligned with customer value, but it creates a lot of complexity. One is like you're seeing this in the market and the down market it's very easy to stop consuming as well relatively.

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.