Video · Long-form interview

Every Lesson From Scaling Datadog to $40B

Olivier Pomel · The Logan Bartlett Show Free Advanced

Every Lesson From Scaling Datadog to $40B

The founder's own account of running both motions, plus the capital efficiency that resulted: he built Datadog to roughly 40 billion in value having burned around 25 million dollars.

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The question it answers

  1. How does Datadog run bottom up and top down selling at the same time without the two fighting?

Read with it

  1. Datadog's own VP of Marketing describing the dual motion and, more usefully, saying you have to actively reach out to the... OpenView Article · Short read An Inside Look at How Datadog Reached $500M in ARR (and Counting) Kristin Hillery
  2. Seven concrete lessons with the numbers attached, including the 15 minute time to value and net retention above 140 percent.... aakashg.com Article · Long read Datadog: The Archetypal Example for SaaS Product-Led Growth Aakash Gupta
  3. The best source on stopping the two motions fighting, with real penetration triggers and named cases where it went wrong,... Andreessen Horowitz Article · About 15 min read The "$20M to $500M" Question: Adding Top Down Sales Sarah Wang and David George
  4. It states the anti-conflict thesis directly: bottom up usage is what generates top down pipeline, so the two motions feed each... Bessemer Venture Partners Article · About 14 min read Introducing enterprise sales to a product-led growth organization Janelle Teng and Elliott Robinson
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