The Early Revenue Generation for Grafana Enterprise

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When you came in, Grafana was already doing about 10 million in revenue. Was that all generated by founder led sales or what was going on to generate that early revenue? So definitely the earliest revenue was founder led. We're well beyond that and starting to see the repeatability of okay, we can hire somebody off the street through a network whenever,. Train them up to some degree and help them be successful. What were people buying in that first 10 million in recurring revenue?

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.