Modern DevGTM Brew

Many developer-focused companies fall into the common and costly trap of running traditional ABM campaigns without recognizing the unique buying journey and intent signals of developers, which differ significantly from other audiences. What Account Based Marketing actually means? What it is and most importantly what it is not? Understanding what ABM  truly entails — what it is and, crucially, what...

Developers, being highly evolved buyers, prefer not to be pitched directly. They value independent research, hands-on product experience, and deep understanding of features over traditional sales tactics. But just because developers resist the hard sell doesn’t mean there’s nothing sales teams can do. Luke shared fascinating insights to debunk common myths and outlined best practices for engaging...

DevRel teams play a crucial role in educating developers and providing top-notch experience and getting developers the best support positioning them uniquely to gather insights into developer challenges. But the big question remains: How can DevRel teams differentiate meaningful intent signals from mere noise, and effectively relay this critical intelligence to sales and marketing to drive impactf...

One of the primary challenges while setting up a GTM engine for developer-focused companies is identifying the economic buyers, particularly because CTOs often delegate the initial evaluation phase to developers. If developers don’t see the value in solving the problem your tool addresses, you might find yourself chasing a dead end. In this episode, Kanika Pandey, VP of Sales at HyperTest shared i...

With a heavy bottom’s up motion in developer-focused companies, where developers heavily influence purchasing decisions, dev marketers often grapple with how best to structure their websites. Should the website cater to CTOs, focusing on business value, or should it target the developers who actually use the product? In this episode, Kuba shared insights on: Differentiating approaches for category...

Developers are open to sales and marketing interventions only when these efforts focus on understanding their problem statements, why they are evaluating the tool, and providing the necessary educational materials to support their decision-making process. Unfortunately, few dev tool sales and marketing professionals manage to strike this balance, often mistaking interest for readiness to purchase....

What actually makes DevRel work inside a DevTool company? Is it content? Community? Conferences? Turns out - it’s all of it, but not in the way most teams think. In this episode, In this episode of Modern Dev GTM Brew, we cover how DevRel teams can earn trust without selling, influence product without being in product, and build credibility that leads to adoption over time. From setting up your fi...

Can content take a DevTool from $0 to Millions ARR? We unpack exactly how it did. In this episode of  Modern Dev GTM Brew , we cover how to build a high-impact content engine from scratch—what to prioritize in your first 90 days, how to hire and scale technical writers, why most dev content fails to convert, and what makes distribution and intent the missing links in most GTM strategies. If you&#3...

What happens when your content is so valuable, developers don’t even realize they’re being marketed to? In this episode of Modern Dev GTM Brew, we unpack the secrets behind one of the most successful content engines in DevTool history. From the inside workings of DigitalOcean’s SEO flywheel to how Sourcegraph tailored GTM for enterprise buyers, Raman shares practical frameworks DevTool founders an...

AI is transforming how DevTool companies drive demand but most teams are still figuring out what works and what’s hype. In this episode of Modern DevTool GTM Brew, we unpack what happens between building top-of-funnel traction and turning it into scalable revenue for Dev-first products. From how AI is changing content, outreach, and pipeline building to aligning sales and marketing for developer b...

Open source traction is exciting but turning that traction into a revenue engine requires intent, timing, and trust. In this episode of  Modern DevTool GTM Brew , we unpack what happens between early OSS adoption and sustainable GTM motion. From setting the right foundation for community growth to introducing monetization without losing developer goodwill, this episode gets into the real GTM decis...