Enterprise Sales

This episode is with Christopher Burns, the creator of c15t and founder of consent.io, an open-source, developer-first, ethical provider of privacy infrastructure. Chris explains why most cookie banners are not compliant, and if the EU is going to come after you for it. We talk about how he found product market fit and grew the company, and we also debate London vs SF for startups.

Links:
   •  Chris' Linkedin
   •  c15t
   •  Consent

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs

This is the story of how Amazon Web Services - arguably the most successful developer tool of all time - got started.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Adam Frankl has been the first Marketing VP at three dev-facing unicorns. He returns to the podcast, to reveal the things that DevTool startups must get right in the early days, in order to be successful. We also discuss Jack's experience implementing Technical Advisory Boards (TABs) with a new startup, and the hurdles startups face with outreach, sustaining member enthusiasm across calls, and the art of framing the problem correctly. Adam shares ongoing AI experiments to streamline TAB insights and stories that hook developers.
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This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  Adam's Linkedin
   •  The Developer Facing Startup

Kyle Cheung, co-founder of Greybeam, shares how his team built a tool that reduces Snowflake costs by 70-95%, without migration, drawing from multiple pivots over two years. The discussion covers their quirky marketing tactics and advice on fundraising as storytelling.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  Kyle's Linkedin
   •  Greybeam

In this episode, Matt Klein (Bitdrift, Envoy) reflects on building EC2 in the early days of AWS, the reality behind AWS’s origins, and what Amazon’s customer obsession looks like from the inside. He then dives into creating Envoy at Lyft, the challenges of open source at scale, and spinning Bitdrift out of Lyft to focus on mobile observability. He shares how to meet developers where they are and what it takes to find product market fit.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

   •  Matt's Linkedin
   •  Bitdrift

Will Stewart is the CEO and co-founder of Northflank, the developer platform. He shares how a teenage gaming side project turned into a self-service developer platform that runs complex workloads on Kubernetes across any cloud. He talks about meeting his co-founder online, fundraising and hiring remotely and why they took years to launch. He offers some interesting insights on dealing with bugs, product vision and changelogs.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

   •  Northflank
   •  Will's Linkedin

In Shawn "swyx" Wang's third appearance on the podcast, we talk about his recent interview with Mark Zuckerberg and Priscilla Chan about AI in biomedical research, and the goal to understand and eventually eradicate all diseases. We also talk about how DevRel is unbelievable back, the challenges of uphill DevRel, the dynamics of the current AI investment bubble, and the new projects he is working on.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

   •  Uphill DevRel article
   •  DevRel is unbelievably back article
   •  Particle/wave duality article
   •  The Economics of Superstars
   •  AI Engineer conference videos
   •  Swyx's Linkedin

Vincent D. Warmerdam from Marimo shares how they grew their YouTube channel for their Python notebook, using regular Shorts to reach thousands of new viewers each week. He talks about the importance of being genuinely excited about what you’re building and how consistent, authentic content can help both founders and creators connect with their audience. He gives practical advice and real-world insights for anyone interested in DevRel or growing a DevTool channel.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  Vincent's blog
   •  Vincent's X
   •  Marimo

Rik Haandrikman talks about sales incentives and growth at RevenueCat, and their creative approach to conferences. He explains why their sales team focuses on helping customers evaluate the product in their own way, how aligning incentives shapes company culture and how they make the most out of rare, compelling events.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  RevenueCat jobs
   •  Rik's article
   •  Rik's X
   •  RevenueCat's X

The episode features Baseten CEO and cofounder Tuhin, who shares Baseten’s journey from a small team in the pre-GenAI era to scaling rapidly and raising $150M in Series D funding. The discussion delves into building robust inference infrastructure for AI applications, navigating market shifts, and developing tools that prioritize speed, developer experience, and customer feedback loops.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  Baseten
   •  Tuhin's Linkedin

In this episode, Angelo Saraceno from Railway shares his experience balancing the technical challenges of building a developer-focused product with the realities of enterprise sales. They discuss how understanding customer needs beyond just features is crucial to growing a startup sustainably. Whether you're a founder or developer, this conversation offers valuable insights into turning good products into successful businesses without losing sight of the bigger picture.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

   •  Railway
   •  Railway's blog
   •  John McMahon's book
   •  Angelo's Slack automation article
   •  Angelo's website
   •  Angelo's Linkedin

Guy Zerega led sales and marketing at Stack Overflow, where he once hired me.
Now he leads sales at Cyborg - they offer end-to-end encrypted inference data.
This is a 101 on what matters in sales; especially to developers.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

    • Guy's Linkedin
   • Guy's new startup, Cyborg 

Ben Dicken is a developer educator at PlanetScale, he's an incredible writer and teacher, who's made some amazing technical articles that developers actually love reading. We get into his reasons for working so hard on these articles, his process, and how he makes content that genuinely helps engineers understand complex ideas.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

   •  Ben's X
   •  B-trees and database indexes article
   •  IO devices and latency article

In this episode, we explore Adam Frankl's concept of a Technical Advisory Board, and how it helps DevTools founders learn directly from potential users. I share personal experience organizing one-on-one interviews to find out real customer problems and gives tips for recruiting members. We explore how to set up the meetings, analyse feedback, and get the most value from the process.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  The first tab call
   •  How to recruit TAB members
   •  After the first set of TAB calls
   •  Adam's Linkedin
   •  Adam's book

Gitpod has rebranded to Ona and shifted its focus to building AI tools for enterprise teams. This episode digs into why they made the leap, how they're standing out in a crowded AI space, and what it’s been like rethinking developer workflows from the ground up. We talk about dev environments, differentiating in the AI space, forward-deployed engineers and more.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

   •  Ona
   •  Christian's X
   •  Matthew's X

Creating docs that actually work means knowing what to write, how to write it, and where it belongs. In this episode, we break down the diataxis documentation framework—a simple but powerful system that splits docs into four clear types: tutorials, how-to guides, explanations, and reference. We look at examples of tools that have implemented diataxis to write their documentation with clarity and purpose.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  Diataxis
   •  Sequin
   •  Layercode
   •  Logdy

Lee Robinson helped Vercel grow to $200M+ in ARR and scaled the Next.js community to over 1.3 million active developers. I dive into his blog posts to uncover valuable insights and lessons about how he achieved this success, covering topics like docs, community building, developer education, marketing, and product development.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  Lee Robinson's blog
   •  Lee Robinson's X
   •  Peter Yang's interview
   •  swyx's interview
   •  Gonto on Scaling DevTools
   •  Developer Marketing Community

P.s. this is a new style of episode, let me know what you think. 

Rita Kozlov is the VP of Developers and AI at Cloudflare. We talk about how Cloudflare focuses on building disruptive, efficient technologies like their Workers platform to gain long-term competitive advantages.

They use their own developer platform to ship fast, and hire people who deeply care, with a culture of curiosity and transparency that drives continuous innovation.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

This is the first time I'm turning the mic around.
This is the story of StreamPot. A DevTool I launched about a year ago.
It was just acquired by ittybit so I thought I'd bring ittybit's founder Paul on to basically interview me about what went right and what went wrong.
Hopefully you enjoy learning a bit more about the guy usually asking the questions.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
- Jack Bridger
- StreamPot
- StreamPot GitHub
- Announcement 
- Paul Anthony Williams
- ittybit
- FFmpeg 
- Hetzner

Steve Ruiz is the founder of tldraw - a whiteboard SDK / infinite canvas SDK. We talk creativity, taste and obsession. And marketing to developers.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

Elston Baretto is the founder of Tiiny.host - the simplest place to put your work online. In this episode we talk about how Elston has been able to grow Tiiny to 70,000+ sign ups per month with content marketing.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
- Tiiny.host
- Elston Baretto
- Ramen Club
- Charlie Ward
- Sabba
- Veed 

Pete Hamilton and Chris Evans are cofounders of Incident.io. Incident is an incident management tool. 

We discuss:

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign-On and audit logs. 

Note: this was recorded on 13th December 2024.

David Cramer, co-founder of Sentry talks M&As and why they should be utilized more when you don’t achieve huge success. Plus we talk about the importance of good branding.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign-On and audit logs. https://workos.com/

Maxim Fateev and Samar Abbas from Temporal join us to discuss how their durable execution platform ensures processes complete reliably at scale.

We discuss:

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs. 

 David Placek from Lexicon - the man who named Vercel and Azure - explains the importance of selecting a name that goes beyond simply describing what a product does. He shares what you can do to come up with a great name. 

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs. 

In this episode, I pull out some of the key DevTools lessons I've learned in the last 120 interviews. 

Including:

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs. https://workos.com.

Søren Bramer Schmidt, co-founder and CEO of Prisma, joins us to discuss the journey of building one of the largest developer communities in DevTools. 

Søren shares how Prisma's deliberate strategies have shaped its growth, feature prioritization, and the launch of new products like Prisma Postgres. 

We also explore the challenges of managing a vast user base and how Prisma is adapting to shifts in application development.

Keith Casey aka Danger Casey is a Senior Product Manager at Pangea - a Security Platform as a Service.

Before Pangea, Keith was Director of Product Marketing at ngrok and worked at Okta and Twilio in a variety of roles - including DevRel.  Keith also curates API Developer Weekly.

In this episode we discuss Keith's writings on the future of DevRel.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
- original article
- followup article
- How to kill your sdks in one easy step
- Developer productivity and selling to developers
- api developer weekly
- Pangea
- DevRel = zirp phenomenom? 

Louis Knight-Webb is the CEO and co-founder of Bloop.

Bloop helps with modernizing legacy software, particularly focusing on COBOL and mainframes.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Takeaways:
- Mainframes and COBOL are still foundational in many industries.
- Bloop started with a focus on code search but evolved to address legacy code modernization.
- The transition from COBOL to Java is a significant challenge for many enterprises.
- Innovative approaches are needed to effectively translate legacy code.
- Ensuring code quality during migration is crucial to avoid operational disruptions.
- AI can enhance the code translation process but has limitations with legacy languages.

Links:
- Louis Knight-Webb
- Bloop 

Chapters:
00:00 The Legacy of Mainframes and COBOL
03:05 The Evolution of Bloop and Code Search
05:58 Challenges in Modernizing Legacy Code
08:48 Navigating the Enterprise Code Landscape
12:11 The Transition from COBOL to Java
15:05 Innovative Approaches to Code Translation
18:02 Ensuring Code Quality and Functionality
20:56 The Future of Development and AI Integration
23:52 Building Relationships in the Enterprise Space
26:45 The Long-Term Vision for Legacy Code Modernization

Tessa Kriesel is the founder of builtfor.dev, where she helps DevTools founders with GTM.

In this episode we talk about how she helps founders improve their go to market strategy in a short sprint.

Links:

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs. https://workos.com/

We dig into the the build vs. buy dilemma for APIs, and the role of OpenAPI in effective documentation.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

We explore how AI is transforming the landscape of APIs and developer tools, and discuss the future of coding.

Jake Cooper is the founder of Railway - an infrastructure platform that let's you build powerful infrastructure in a simple way.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

In this episode we discuss:
- Building a remote team with a flat structure
- Railway's sales team doing their best Minority Report impression
- Why leverage matters
- Building their own data centers
- Why it's important to do hard things

P.s. here's news about the tsunami warning 

Links:
- Railway 
- Jake Cooper
- Angelo from Railway 

In this conversation, Daksh Gupta, the CEO of Greptile - an AI code understanding API - shares:

Ankur Goyal is the founder of ​Braintrust​, a year old LLM eval platform that is already used by Figma, Vercel and Stripe and just raised $36m from a16z. It's a rocketship.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Key Success Factors
- Started with a targeted list of ~50 companies already working with AI
- Focused on early adopters and innovators in the space
- Strategy: If they could make the frontrunners happy, others would follow

Links:
- Braintrust
- Ankur Goyal
- Alana Goyal
- Basecase 
- Elad Gil 
- Martin Casado

Chapters:
* 00:00  Introduction to BrainTrust and Its Success
* 02:52  The Importance of User Research in Product Development
* 06:11  Building Relationships with Key Customers
* 09:05  The Role of Feedback in Product Improvement
* 11:54  The Impact of Mentorship on Entrepreneurial Success
* 15:11  Identifying Market Opportunities in AI Development
* 18:00  Effective User Interviews and Problem Validation
* 20:59  The Evolution of BrainTrust's Product Features
* 23:55  Advice for Aspiring DevTool Founders
* 26:48  Exciting Developments in the DevTool Space

​Samuel Colvin​ - the creator of ​Pydantic​ - the most popular data validation library for Python. Used by literally everyone (Anthropic, OpenAI, Meta, NVIDIA, even the NSA). He shares the story behind his startup ​Logfire​ which just raised $12.5m from Sequoia.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Key takeaways:
- You can just build a different product to your open source project and leverage your brand
- Quality of product matters a LOT (if you can build a popular open source project, can probably build a quality paid product)
- Really helps to be part of a movement. Hard to predict but Pydantic benefited from two (types and LLMs)
- GitHub stars are a vanity metric compared to download numbers

Links:
- Pydantic
- Logfire
- Samuel Colvin

Chapters
00:00 The Genesis of Pydantic
02:46 The Evolution of Software Development
06:02 Building a Successful Open Source Library
08:52 The Impact of Community and Adoption
11:51 Metrics of Success in Open Source
15:08 Transitioning from Pydantic to LogFire
17:59 The Vision Behind LogFire
20:50 The Connection Between Pydantic and LogFire
24:05 Navigating the Challenges of Building a Startup
26:56 The Future of Observability and Databases

P.s. thanks to my friend Abeed for making the episode happen!

Gonto (Martin Gontovnikas) was the 6th employee at Auth0 and helped them grow fast and sell for $6.5billion to Okta. 

Now he is the founder of Hypergrowth Partners and helps DevTools grow fast.

We discuss:

Paul Klein is the founder and CEO of Browserbase - one of the fastest growing DevTools in 2024.

Browserbase is a headless browser API focused on helping AI Agent startups.

We dig into:

Shawn Wang (aka swyx) is the founder of smol.ai (AI news curation), and the cohost of Latent Space (popular AI Engineer podcast).

Plus, Shawn started the AI Engineer movement with his essay Rise of the AI Engineer and organized two incredible AI engineer conferences in the past twelve months - AI Engineer World's Fair and AI Engineer Summit

And Shawn has angel invested in DevTools like Airbyte, Railway, Supabase, Replay.io, Stackblitz, Flutterflow, Fireworks.ai while running the DevTools angels community.

Besides this, Shawn curates DX.tips (DevTools magazine) and in a past life wrote the Coding Career handbook, championed learn in public, cofounded Svelte Society and was previously Head of Developer Experience at Temporal, and a Developer Advocate at AWS and Netlify.

Also, before this, Shawn had a very successful career in investment banking, trading, building data pipelines and performing quantitate portfolio management. I think this brings him a very unique perspective - I've always admired his ability to zoom out and see the big picture and the trends.

Even though Shawn is now all-in on AI, he's still one of the go-to authorities on DevTools go-to-market.

As you can tell, Shawn is someone I deeply admire. So I'm glad he came back.

What we discuss:

Sagar is the CEO and co-founder of Speakeasy - an API tooling platform. We talk about the journey of Speakeasy. The challenges of startup life. How they developed the product and how they work with influencers in a surprising way.

In this conversation, Anurag Goel, founder and CEO of Render, discusses the evolution of Render as a cloud infrastructure platform is actually simple to use.

He shares insights from his time at Stripe, emphasizing the importance of customer focus, crafting a seamless user experience, and the philosophy of progressive disclosure of complexity.

Anurag also highlights the significance of customer support as an integral part of the product and offers advice for aspiring founders on finding their passion and maintaining empathy in their work.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Keywords
Render, developer experience, cloud infrastructure, customer support, startup culture, Anurag Goel, Stripe, product development, user experience, technology

Nick Gomez is the co-founder and CEO of InKeep. InKeep is an AI customer support tool focused on Developer Tools.

They discuss the importance of understanding developer needs, the role of AI in technical support, and how community engagement can enhance support efforts.

What we discuss

Keywords
AI support, developer tools, technical support, community engagement, customer investment, quality assurance, support team structure, 24/7 support, innovations in development

Adam Frankl has been VP at four Developer Tools unicorns, including JFrog, Neo4J and Sourcegraph.

Adam is the author of the Developer Facing Startup and recently launched the Developer Facing Startup Founders Academy: a program that helps founders launch and grow their developer tools.

In this conversation, Adam Frankl discusses the critical role of a Technical Advisory Board (TAB) in the success of developer-facing startups.

He emphasizes the importance of understanding developer needs, effective interviewing techniques, and the necessity of building credibility and community. Adam outlines a structured approach to gathering insights from developers.

He also highlights the significance of storytelling in marketing and the need for founders to engage deeply with their user base to discover and address their problems effectively.

Takeaways:

Keywords:
Technical Advisory Board, Developer Startups, User Research, Developer Needs, Social Proof, Community Building, Founder Responsibilities, Developer Adoption, Interview Techniques, Startup Success

In this conversation, with Michael Grinich - founder and CEO of WorkOS. WorkOS helps you start selling to enterprise customers with just a few lines of code. 

We discuss the challenges and strategies of navigating tough conversations in a startup environment, the importance of understanding engineering leadership, and the role of empathy in user experience. 

The conversation covers the significance of conferences for startups, the necessity of articulating the 'why' behind a business, and the challenges faced by solo founders. The discussion also touches on decision-making processes, handling competition, and the future direction of WorkOS.

Vlad Matsiiako is the CEO and co-founder of Infisical. Infisical is an Open Source Secret Management tool.

What we discuss:
- The story of Infisical
- How the team has made Infisical easy to adopt
- How being open source helps you with trust at the beginning stages
- How do enterprises adopt Infisical
- How do developers at enterprises discover tools like Infisical
- The different mini-games at various stages of a startup (Dalton Caldwell)
 
Links

Vivian Dufour is the CEO and co-founder of Meterian.

Meterian is an open source vulnerability scanner.

In this episode we talk about topics like:

How do you write a developer quick start guide that they will love?

That's what we talk about with Amit Jotwani. Amit is the founder of HelloDX and previously worked in developer experience at Retool and Amazon Alexa.

This came about because I was reading Amit's fantastic guide on EveryDeveloper.

Links:

Greg Lazarus and Matt Althauser are two of the cofounders of Polychrome - a company that buys small to medium sized B2B software businesses: with a focus on Developer Tools. Their portfolio includes the feature flagging tool Flagsmith (we recorded an episode with them last week) and the browser automation tool Browserless.

In this episode we cover the ins and outs of buying developer tools.

Links:
- Polychrome https://www.polychrome.com/
- Matt Althauser https://x.com/malthauser?lang=en
- Greg Lazarus https://x.com/greglaz5

This episode is sponsored by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Aaron Francis is someone who needs little introduction. Especially if you've ever used Laravel or MySQL.

Aaron built up the highly acclaimed PlanetScale YouTube channel and now publishes content on his own channel and founded Try Hard Studios to help developer tools make amazing video content.

Here are some quotes from Aaron's viewers:

In this episode, we take a deep dive into how Aaron makes videos and what you can learn from his approach.

Dani Grant is the founder of Jam.dev - bug reporting that developers love.

In this episode we discuss:

Chris Bell is the founder of Knock.app - flexible, reliable notifications infrastructure.

In this episode we discuss:

Links:

An interview with Igor Zalutski & Utpal Nadiger from Digger.dev.

Digger is an Open Source Infrastructure as Code management tool that helps orchestrate Terraform and OpenTofu within your CI/CD system.

We talk about:

Alex Bouchard is the cofounder of Hookdeck. Hookdeck is an event gateway for asynchronous applications.

What we discuss:
- What is Hookdeck?
- Category vs pivot
- Gartner categories

Links:
- Alex: https://twitter.com/AlexBouchardd
- Hookdeck https://hookdeck.com/

This episode is sponsored by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Glauber Costa is the founder of Turso - a fully managed SQLite database platform.

Glauber shares how to make great CLIs, the story of Turso's pivot. Their pricing. And the importance of moving fast.

Links:

Anders Borum shares how he created the number 1 git app in the app store - Working Copy.

What we talk about:

Links:

Stefan Avram recently tweeted that "You shouldn't have devrels. Your customers should be your devrels"

So I invited Stefan on to debate this with one of the industry's most respected DevRels Dan Moore from Fusion Auth.

This is episode is sponsored by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

Michael is the founder of WorkOS. WorkOS helps startups cross the enterprise chasm - it's a bit like the Stripe of Enterprise features.

In this episode, we focus on selling to enterprises: the features you need, the team you need (e.g. sales!) and the common pitfalls Michael has seen.

We also talk about things like: what even is an enterprise customer?

This episode is sponsored by WorkOS. Thanks so much for supporting us as our first ever sponsor Michael and WorkOS.
If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
- https://workos.com/
- https://x.com/grinich
- Crossing the Enterprise Chasm https://www.youtube.com/watch?v=IR2QZQrzoiA&t=368s&ab_channel=BriKimmel 

Ivan Burazin is the cofounder of Daytona

What we cover:

- Scaling a 5,000 attendee conference
- How to drive change in big organizations
- Top down vs bottoms up approaches to growth

Daytona is an enterprise-grade GitHub Codespaces alternative for managing self-hosted, secure and standardized development environments.

Ivan Burazin - https://twitter.com/ivanburazin
Daytona - https://www.daytona.io/

Adam DuVander is an expert in developer marketing and the author of two books: Developer Marketing Does Not Exist and Technical Content Strategy Decoded. 

In this episode, we dive deep into the world of developer marketing, specifically focusing on early-stage companies building tools for developers and how to create engaging content for your audience.

Buy Adam's new book here 

Scaling DevTools is the podcast that investigates how DevTools go from zero to one. Created by Jack Bridger, founder of BitReach. BitReach helps DevTool companies reach more developers. In scaling DevTools, Jack explores how startups sell to developers, build tools and become successful.

Deepak Prabhakara is the CEO and Co-founder of BoxyHQ. BoxyHQ enables you to add plug-and-play enterprise-ready features to your SaaS product.

André Eriksson is the founder of Encore. Encore is a backend development engine built on the belief that escaping complexity unleashes a higher state of creativity.

Scaling DevTools is the podcast that investigates how DevTools go from zero to one. Created by Jack Bridger, founder of BitReach. BitReach helps DevTool companies reach more developers. In scaling DevTools, Jack explores how startups sell to developers, build tools and become successful.

Juri Strumpflohner is the Director of Developer Experience at Nrwl Technologies. Nrwl works with global enterprises to provide remote consulting, training, and engineering. Nx is Nrwl’s open source product which provides advanced tools that help scale enterprise development. 

Ronak Ganatra is the Director of Marketing at Lano, a global software solution enabling businesses to hire and pay full-time employees and contractors. Ronak was previously VP of Marketing at Hygraph and has also founded https://marketingto.dev/.

(12:17) How should developer marketing teams be working with sales teams?

In today’s episode, Jack discusses what it was like working in a sales team at Stack Overflow, selling to developers, and why you should think about sales in terms of champions. 

(03:09): Developers rarely check emails.