Postman is the world’s leading API collaboration platform, used by over 35 million developers and 500,000 organizations, including 98% of the Fortune 500. This blog dives deep into Postman’s sales strategy - how they transitioned from PLG-led growth to a structured enterprise sales motion while maintaining their developer-first ethos.

In 2011, GitLab entered a market dominated by GitHub, which already had over 1 million users. Dismissed as a “cheap knockoff,” GitLab defied expectations and hit 1 million users by 2016. Unlike past challengers, GitLab thrived by focusing on Faster feature development, Open-source transparency and A developer-first engineering workflow This case study explores how GitLab scaled against a massive incumbent—and what DevTool companies can learn from its playbook.