The go-to-market guide for open-source companies — Douglas Hanna, COO Grafana Labs
Douglas Hanna, Chief Operating Officer at Grafana Labs, explores the nuances of building and scaling revenue at an open-source company.
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Show Notes
Our guest today is Douglas Hanna, Chief Operating Officer at Grafana Labs.
Grafana Labs is an observability stack built around Grafana, a leading open-source technology for dashboards and visualization. Douglas is a seasoned revenue leader, previously leading operations and GTM strategy at Zendesk. At Grafana Labs, Douglas has been instrumental in scaling GTM at the open-source company — building up both team headcount and its revenue model.
In our conversation today, Douglas dives deep into the process of bringing products to market at an open-source company.
We explore the different facets of building and scaling a revenue model at an open-source company. Douglas opens up the GTM playbook at Grafana Labs sharing:
- When to commercialize a feature vs. switch to a hosted version of a product
- Tried and tested frameworks for pricing and packaging
- How Grafana Labs thinks about what to put behind a paywall
- How the GTM team was built over time.,
You can follow Douglas on Twitter at @douglashanna. You can email us questions directly at [email protected] or follow us on Twitter @firstround and @brettberson.