Heavybit

What changes in your story when a developer loved product has to be sold to a CIO who has never heard of you. Directly relevant if your bottom up brand is not translating into enterprise trust.

Moving into the Enterprise: Fireside with Postman's Founder and CEO

On Heavybit by Adam Gross with Abhinav Asthana 35 min

Gross ran Heroku's self serve business and later led Duo and Vimeo, so this is someone describing the machine from the inside rather than theorising about it. His land and expand framing is specifically about how a free technical adopter turns into an enterprise contract, which is the join most teardowns skip.

Building Self-Serve Go-to-Market with Adam Gross

On Heavybit by Adam Gross 40 min watch

The source of the two moves that turn a pilot into a contract: put it on a full year agreement with a termination right, and keep it to 30 days so it stays at the top of someone's list.

How to Execute SaaS POCs that Convert

From Heavybit by Ashley Dotterweich 10 min read

• Charge at least a token fee, it is the cheapest qualifier you have.
• Run 30 day pilots, not 90, because a one month clock keeps you at the top of their list.
• Pick exactly one KPI with business impact, not a list of success criteria.
• Paper the pilot as a full year contract with the right to terminate, so you do not renegotiate legal terms at the finish line.

Built from interviews with the founders of Heroku, LaunchDarkly, Netlify, CircleCI, Fastly and Tailscale, so it is the accumulated experience of people who actually did developer first GTM. Its core argument, create value for developers before you try to capture it, is the discipline that separates dev tools that spread from ones that stall.

How to Launch a Dev-First Startup: First Principles

From Heavybit by Andrew Park 16 min read

• Stay wedded to the problem, not to the solution, which changes as the market does.
• A category needs competitors to benefit too; if only you talk about it, it is not a category.
• Team, dream and steam are the three legs an early dev-first startup has to balance.
• Create more value than you capture, and use value clarity to shave features back.