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The go-to-market guide for open-source companies — Douglas Hanna, COO Grafana Labs
In Depth
The Differences Between Open Source and Traditional SAS
Most of our marketing and sales efforts are focused on users. We don't need to go explain to people, hey, this is what Grafana is. Are you interested in it? Because we have a lot of existing users that we can talk to. Our marketing leader actually calls it demand curation because we're not generating the demand that already exists. It's more about finding the right people to target and to talk to you about particularly commercial opportunities. And that motion is really different than starting a SaaS company from scratch.
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