The Evolution of Pricing and Packaging for Grafana Enterprise

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Pricing and packaging is super hard. We joke that all of our leadership off sites are basically pricing and packaging off sites. So there's a little bit of internal trauma that you're poking out here, but I'm happy to talk about it at least somewhat. It has been an evolution. The most consistent theme is we're trying to link it to be more usage based, more consumption based or customers really value that. And then we have a big part of our business that is more like data volume based - probably the best way to describe it from our pricing packaging perspective.

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.