How to Get Good Marketing Virtualization Right in Open Source

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.