OpenView's GTM Playbook for Dev-Focused Startups: Check it out!

Occasionally, someone else writes something so good that I wish I had written it myself. If you haven’t checked out OpenView’s GTM Playbook for developer-focused startups (they break it down into open source startups, API-driven startups and developer applications), do so.

Some of my favorite parts of their findings, after talking to both developers and GTM leaders in the industry:

It’s a myth and common misconception that developer-focused companies don’t need messaging and product positioning. If a developer doesn’t feel like you’re speaking to them and their needs, they won’t sign up. (Page 39)

Brand and messaging are key to winning this audience. (Page 40)

I also love the graphic on page 41 about the pillars of messaging for developers.

There’s only one thing I think I would add to the misconceptions among technical founders trying to reach developers: That all developers / software engineers are the same. They are not. There are different skill sets, different industries they work in, different technical stacks, different business goals and business constraints. Treating developers as a monolithic block is not a good strategy for devtool startups.

Anyway, get a copy of the playbook here.

Also, if you’d like to join my webinar about positioning enterprise version of open source projects, register here. I look forward to seeing you in the webinar!