How the best do it

What did Postman and BrowserStack do to earn trust with global developers?

The short answer

They were useful in public long before they asked for anything. Asthana answered questions on Stack Overflow and in forums and mentioned Postman almost in passing, which is why half a million developers arrived before there was a business model to speak of. BrowserStack got 10,000 beta users in three weeks after the creator of jQuery tweeted about it, which is borrowed credibility earned by a product that plainly worked. Neither company led with where they were built, and neither hid it. The lesson for an Indian founder selling globally is that trust is a byproduct of usefulness at scale, and no amount of messaging substitutes for it.

Go deeper, your way

4 hand-picked resources, 4 India-specific, 4 link-checked. Pick how you want to dig in.

The same ground, at another level

How brand and narrative reads from a different seat.

I am a founder with no marketing team. Is my own story actually a GTM asset or just vanity? It is an asset, but only the parts of it that are useful to a buyer. Nobody outside your family cares about your journey, they care about what you ... Breaking into GTM 3 resources → How do I turn a point of view into content that actually helps sales close deals? Write for the moment in the deal where a rep gets stuck, not for the top of the funnel in general. Ask your AEs which three objections kill deals, ... Doing the work 4 resources → How much of my budget should go to brand versus demand? Anchor on the total first: median B2B SaaS marketing spend runs around 8 percent of ARR, with venture funded companies spending roughly double what... Leading a GTM team 4 resources →

Terms in this answer

Business Model

People also ask

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