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What should I do differently? Developers do not want to be sold to.
13 answers
All related (103)
Srini Nirmalgandhi
Director, Product Marketing at Salesforce April 19
This is a classical problem for many developer-first companies. Without mentioning names, many have successfully figured out the working model with both strong developer engagement alongside a thrivin
Daniel Kuperman
Head of Core Product Marketing & GTM, ITSM Solutions at Atlassian February 18
When selling to developers your enablement activities are likely to take on a different focus so that the team understands how to engage in a discussion and build a community while keeping their sales
Vanessa Thompson
Senior Director, Product Marketing at Twilio October 27
I love this question, <3 Developers! The fundamentals of sales enablement dont change, it's more the way you communicate the needs of your audience to your sales team that changes. If we unpack dev
Ivan Dwyer
Product Marketing at Okta February 17
Great question, something I think about a lot. I’m a huge proponent of specialization with technical products. I wouldn’t expect every member of our enterprise field organization (which is in the thou
James Fang
Vice President of Product Marketing at mParticle December 7
For companies targeting developers, it's a good habit to build up a culture of developer empathy. Practical exmaples include: Provide them 101 sessions, enough for them to be dangerous and speak the
Jon Rooney
Vice President Product Marketing at Unity | Formerly Splunk, New Relic, Microsoft, OracleMarch 12
Selling to developers can be difficult, often because they have a ton of say over the decision but not explicitly the budget, but marketing to developers is simpler than people think. Quickly and conc
Amit Bhojraj
VP of Marketing at Mux April 21
B2d follows a whole different motion. A developer is not eager to talk to Sales (and they don't want to be sold to). Developers want to try out the product themselves, tinker with it, and only if they
Lauren Craigie
Head of Product Marketing at Cortex September 14
It depends a bit on how your sales team is organized today. But in any event, your product value pillars should always translate to both individual and company-wide gain, so your core message is alway
Lauren Buchman
Head of Marketing at Orb | Formerly Cloudflare, Google Cloud, Google Developers, ObservableApril 14
I love this question. First, I would say to save your company's BDR/SDRs time and avoid trying to set up calls with developers. You'll avoid a lot of frustration on both ends. Gating content content
Pranav Deshpande
Product Marketing Leader at | Formerly TwilioSeptember 28
Your sales team needs a higher level of technical proficiency when you're a B2D company. It's important to hire sales reps that can form their own mental model of how your product works and integrates
Indy Sen
Hypergrowth Leader and Advisor at | Formerly Google, Salesforce, Box, Mulesoft, WeWork, MatterportMay 18
I'd say the mindset shift in B2D is that it's no longer "sales enablement", but just "enablement". And that should be a shared goal across your organization, whether it's the marketing team, sales tea
Brady Gentile
Product Marketing at Hedera Hashgraph July 21
Background: Worked as a Community Manager and Product Marketer for an open source database software company DataStax; we sold a proprietary version of the open source database Apache Cassandra, target
Greg Meyer
Product and Marketing Guy at Greg Meyer October 17
Sales enablement changes when your company is "business to developer" to point at a different stage in the funnel: the charismatic, knowledgeable developer who probably already has a solution.   When