The go-to-market guide for open-source companies — Douglas Hanna, COO Grafana Labs
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How to Sell Into a Technical Developer-Oriented Audience
A lot of developers respond very negatively to any sort of higher pressure sales tactics. I think the sophistication and willingness to handle complexity is higher than with some other buyers. If you have a model that starts with developer adoption, but eventually you want to get meaningful money out of the company those people works for, you need to go well above the developer in the org chart.
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