Skip to content

Commit c7fc825

Browse files
mattmakaimattmakai
committed
add slides from todays talk
1 parent 62cd68b commit c7fc825

37 files changed

+275
-0
lines changed

‎content/posts/190626-dev-led-sales-startups.markdown‎

Lines changed: 275 additions & 0 deletions
Original file line numberDiff line numberDiff line change
@@ -0,0 +1,275 @@
1+
title: Developer-led Sales for Startups
2+
slug: developer-led-sales-startups
3+
meta: Talk slides, notes and more resources for a technical talk on developer-led sales and marketing for tech startups, by Matt Makai.
4+
category: talk
5+
date: 2019-06-26
6+
modified: 2019-06-26
7+
newsletter: False
8+
headerimage: /img/visuals/talk-header.jpg
9+
headeralt: Comment bubble with code representing a technical talk-based blog post.
10+
11+
12+
This blog post contains the slides along with a loose transcript
13+
from my talk on the promises and perils of developer-led sales as an
14+
early-stage company strategy for acquiring customers.
15+
16+
I gave this talk remotely to [Ubiquity.VC](http://www.ubiquity.vc/)
17+
portfolio company founders and the Extended Team on June 26, 2019.
18+
19+
----
20+
21+
<div class="row talk"><div class="c6">
22+
<img src="/img/190626-dev-led-sales/01-dev-led-sales.jpg" width="100%" class="shot rnd outl" alt="Title slide for this talk on Developer-Led Sales for Startups.">
23+
</div><div class="c6"><p>
24+
</p></div></div>
25+
26+
<div class="row talk"><div class="c6">
27+
<img src="/img/190626-dev-led-sales/02-author-info.jpg" width="100%" class="shot rnd outl" alt="Information about the author, Matt Makai.">
28+
</div><div class="c6"><p>
29+
Hey folks, my name is <a href="/about-author.html">Matt Makai</a>. I serve the
30+
<a href="https://www.youtube.com/watch?v=TF129ioe8kc">Developer Network</a> at
31+
<a href="https://www.twilio.com/">Twilio</a>. I'm also part of the Extended
32+
Team at <a href="https://www.ubiquity.vc/">Ubiquity Ventures</a>.
33+
</p>
34+
</div></div>
35+
36+
<div class="row talk"><div class="c6">
37+
<img src="/img/190626-dev-led-sales/03-dream.jpg" width="100%" class="shot rnd outl" alt="Section title slide for the dream of developer-led sales.">
38+
</div><div class="c6"><p>
39+
...
40+
</p>
41+
</div></div>
42+
43+
<div class="row talk"><div class="c6">
44+
<img src="/img/190626-dev-led-sales/04-dev-events.jpg" width="100%" class="shot rnd outl" alt="Developers at a hackathon working on code.">
45+
</div><div class="c6"><p>
46+
...
47+
</p>
48+
</div></div>
49+
50+
<div class="row talk"><div class="c6">
51+
<img src="/img/190626-dev-led-sales/05-code.jpg" width="100%" class="shot rnd outl" alt="Code in a text editor.">
52+
</div><div class="c6"><p>
53+
...
54+
</p>
55+
</div></div>
56+
57+
<div class="row talk"><div class="c6">
58+
<img src="/img/190626-dev-led-sales/06-joint-success.jpg" width="100%" class="shot rnd outl" alt="Your revenue grows with their usage.">
59+
</div><div class="c6"><p>
60+
...
61+
</p>
62+
</div></div>
63+
64+
<div class="row talk"><div class="c6">
65+
<img src="/img/190626-dev-led-sales/07-early-stage.jpg" width="100%" class="shot rnd outl" alt="Early stage example dev-led sales companies.">
66+
</div><div class="c6"><p>
67+
...
68+
</p>
69+
</div></div>
70+
71+
<div class="row talk"><div class="c6">
72+
<img src="/img/190626-dev-led-sales/08-public-companies.jpg" width="100%" class="shot rnd outl" alt="Public and large private successful dev-led sales companies.">
73+
</div><div class="c6"><p>
74+
...
75+
</p>
76+
</div></div>
77+
78+
<div class="row talk"><div class="c6">
79+
<img src="/img/190626-dev-led-sales/09-reality.jpg" width="100%" class="shot rnd outl" alt="Subsection reality.">
80+
</div><div class="c6"><p>
81+
...
82+
</p>
83+
</div></div>
84+
85+
<div class="row talk"><div class="c6">
86+
<img src="/img/190626-dev-led-sales/10-devrel-skills.jpg" width="100%" class="shot rnd outl" alt="Developer relations skillset.">
87+
</div><div class="c6"><p>
88+
...
89+
</p>
90+
</div></div>
91+
92+
<div class="row talk"><div class="c6">
93+
<img src="/img/190626-dev-led-sales/11-devrel-expense.jpg" width="100%" class="shot rnd outl" alt="Developer relations is expensive.">
94+
</div><div class="c6"><p>
95+
...
96+
</p>
97+
</div></div>
98+
99+
<div class="row talk"><div class="c6">
100+
<img src="/img/190626-dev-led-sales/12-what-is-dev-led.jpg" width="100%" class="shot rnd outl" alt="Subsection for what is dev-led sales.">
101+
</div><div class="c6"><p>
102+
...
103+
</p>
104+
</div></div>
105+
106+
<div class="row talk"><div class="c6">
107+
<img src="/img/190626-dev-led-sales/13-dev-buyers.jpg" width="100%" class="shot rnd outl" alt="Developers are your first buyers.">
108+
</div><div class="c6"><p>
109+
...
110+
</p>
111+
</div></div>
112+
113+
<div class="row talk"><div class="c6">
114+
<img src="/img/190626-dev-led-sales/14-dev-led-not.jpg" width="100%" class="shot rnd outl" alt="Dev-led sales is not sales engineering or dev-only sales.">
115+
</div><div class="c6"><p>
116+
...
117+
</p>
118+
</div></div>
119+
120+
<div class="row talk"><div class="c6">
121+
<img src="/img/190626-dev-led-sales/15-global.jpg" width="100%" class="shot rnd outl" alt="Empty map no developers using your product before launch.">
122+
</div><div class="c6"><p>
123+
...
124+
</p>
125+
</div></div>
126+
127+
<div class="row talk"><div class="c6">
128+
<img src="/img/190626-dev-led-sales/16-global-dev-adoption.jpg" width="100%" class="shot rnd outl" alt="Initial developer adoption upon launch.">
129+
</div><div class="c6"><p>
130+
...
131+
</p>
132+
</div></div>
133+
134+
<div class="row talk"><div class="c6">
135+
<img src="/img/190626-dev-led-sales/17-global-more-devs.jpg" width="100%" class="shot rnd outl" alt="Over time many more developers use your product.">
136+
</div><div class="c6"><p>
137+
...
138+
</p>
139+
</div></div>
140+
141+
<div class="row talk"><div class="c6">
142+
<img src="/img/190626-dev-led-sales/18-worthwhile.jpg" width="100%" class="shot rnd outl" alt="When is dev-led sales worthwhile?">
143+
</div><div class="c6"><p>
144+
...
145+
</p>
146+
</div></div>
147+
148+
<div class="row talk"><div class="c6">
149+
<img src="/img/190626-dev-led-sales/19-solving-problem.jpg" width="100%" class="shot rnd outl" alt="Solving a worthwhile developer problem.">
150+
</div><div class="c6"><p>
151+
...
152+
</p>
153+
</div></div>
154+
155+
<div class="row talk"><div class="c6">
156+
<img src="/img/190626-dev-led-sales/20-explain-devs.jpg" width="100%" class="shot rnd outl" alt="How to explain your product to developers.">
157+
</div><div class="c6"><p>
158+
...
159+
</p>
160+
</div></div>
161+
162+
<div class="row talk"><div class="c6">
163+
<img src="/img/190626-dev-led-sales/21-cac-ltv.jpg" width="100%" class="shot rnd outl" alt="At an early stage you may not know your CAC and LTV but you should have a hypothesis for what they could be.">
164+
</div><div class="c6"><p>
165+
...
166+
</p>
167+
</div></div>
168+
169+
<div class="row talk"><div class="c6">
170+
<img src="/img/190626-dev-led-sales/22-cloud-laws.jpg" width="100%" class="shot rnd outl" alt="Bessemer's 10 Laws of Cloud Computing and developer platform laws are fantastic foundational reading.">
171+
</div><div class="c6"><p>
172+
...
173+
</p>
174+
</div></div>
175+
176+
<div class="row talk"><div class="c6">
177+
<img src="/img/190626-dev-led-sales/23-platform.jpg" width="100%" class="shot rnd outl" alt="Broad developer platform.">
178+
</div><div class="c6"><p>
179+
...
180+
</p>
181+
</div></div>
182+
183+
<div class="row talk"><div class="c6">
184+
<img src="/img/190626-dev-led-sales/24-tactics.jpg" width="100%" class="shot rnd outl" alt="">
185+
</div><div class="c6"><p>
186+
...
187+
</p>
188+
</div></div>
189+
190+
<div class="row talk"><div class="c6">
191+
<img src="/img/190626-dev-led-sales/25-docs.jpg" width="100%" class="shot rnd outl" alt="">
192+
</div><div class="c6"><p>
193+
...
194+
</p>
195+
</div></div>
196+
197+
<div class="row talk"><div class="c6">
198+
<img src="/img/190626-dev-led-sales/26-content.jpg" width="100%" class="shot rnd outl" alt="">
199+
</div><div class="c6"><p>
200+
...
201+
</p>
202+
</div></div>
203+
204+
<div class="row talk"><div class="c6">
205+
<img src="/img/190626-dev-led-sales/27-online-social.jpg" width="100%" class="shot rnd outl" alt="">
206+
</div><div class="c6"><p>
207+
...
208+
</p>
209+
</div></div>
210+
211+
<div class="row talk"><div class="c6">
212+
<img src="/img/190626-dev-led-sales/28-async-video.jpg" width="100%" class="shot rnd outl" alt="">
213+
</div><div class="c6"><p>
214+
...
215+
</p>
216+
</div></div>
217+
218+
<div class="row talk"><div class="c6">
219+
<img src="/img/190626-dev-led-sales/29-streaming.jpg" width="100%" class="shot rnd outl" alt="">
220+
</div><div class="c6"><p>
221+
...
222+
</p>
223+
</div></div>
224+
225+
<div class="row talk"><div class="c6">
226+
<img src="/img/190626-dev-led-sales/30-conferences.jpg" width="100%" class="shot rnd outl" alt="Developers at tech conferences.">
227+
</div><div class="c6"><p>
228+
...
229+
</p>
230+
</div></div>
231+
232+
<div class="row talk"><div class="c6">
233+
<img src="/img/190626-dev-led-sales/31-meetups.jpg" width="100%" class="shot rnd outl" alt="Developers at meetups.">
234+
</div><div class="c6"><p>
235+
...
236+
</p>
237+
</div></div>
238+
239+
<div class="row talk"><div class="c6">
240+
<img src="/img/190626-dev-led-sales/32-hackathons.jpg" width="100%" class="shot rnd outl" alt="Developers at hackathons.">
241+
</div><div class="c6"><p>
242+
...
243+
</p>
244+
</div></div>
245+
246+
<div class="row talk"><div class="c6">
247+
<img src="/img/190626-dev-led-sales/33-magic.jpg" width="100%" class="shot rnd outl" alt="Magical new approaches to developer relations.">
248+
</div><div class="c6"><p>
249+
...
250+
</p>
251+
</div></div>
252+
253+
<div class="row talk"><div class="c6">
254+
<img src="/img/190626-dev-led-sales/34-recap.jpg" width="100%" class="shot rnd outl" alt="Subsection title for recap.">
255+
</div><div class="c6"><p>
256+
...
257+
</p>
258+
</div></div>
259+
260+
<div class="row talk"><div class="c6">
261+
<img src="/img/190626-dev-led-sales/35-recap.jpg" width="100%" class="shot rnd outl" alt="Recap core ideas of talk.">
262+
</div><div class="c6"><p>
263+
...
264+
</p>
265+
</div></div>
266+
267+
<div class="row talk"><div class="c6">
268+
<img src="/img/190626-dev-led-sales/36-q-a.jpg" width="100%" class="shot rnd outl" alt="Q&A slide.">
269+
</div><div class="c6"><p>
270+
That's all the slides for today so let's open it up for further questions.
271+
Again, my name is <a href="/about-author.html">Matt Makai</a>,
272+
I am a software developer at <a href="/twilio.html">Twilio</a> and the
273+
author of <a href="https://www.fullstackpython.com/">Full Stack Python</a>.
274+
</p>
275+
</div></div>

‎static/img/190626-dev-led-sales/01-title.jpg‎

181 KB
Loading

‎static/img/190626-dev-led-sales/02-author-info.jpg‎

498 KB
Loading

‎static/img/190626-dev-led-sales/03-dream.jpg‎

122 KB
Loading

‎static/img/190626-dev-led-sales/04-dev-events.jpg‎

1.37 MB
Loading

‎static/img/190626-dev-led-sales/05-code.jpg‎

1.46 MB
Loading

‎static/img/190626-dev-led-sales/06-joint-success.jpg‎

360 KB
Loading

‎static/img/190626-dev-led-sales/07-early-stage.jpg‎

531 KB
Loading

‎static/img/190626-dev-led-sales/08-public-companies.jpg‎

566 KB
Loading

‎static/img/190626-dev-led-sales/09-reality.jpg‎

76.5 KB
Loading

0 commit comments

Comments
 (0)