Why DevTool GTM is different than SaaS GTM

[00:00.11] 

I'm Achintya. I'm the Co-founder at .Reo.Dev. Sales and Marketing teams of developer-focused companies are today selling the tools in a similar manner as SaaS software was being sold a couple of years back. And that's a big mistake because the GTM motion of a developer-focused company is a very different motion as compared to what was traditionally been done in SaaS. The first thing is that the need of the tool is arising from developers rather than from a top-down buyer. If you see a typical SaaS motion, basically, based on their business strategies, a buyer or somebody senior in the organization understand the gaps and then will come to the need of the software that will be needed.

[00:54.09] 

However, in case of developer tool, because it's developer who understands some of the biggest gaps that needs to be solved in right now, the need for the product, in many cases, comes bottoms up. The next biggest difference is the intent signals. If you are focusing on developers, the intent signals will be in a very different ecosystem as compared to what you might be looking from buyers. So buyers were traditionally looking at intent signals such as they will take your demo calls or they will be signing up your inbound form.

[01:28.18] 

But if you are focusing on developers, they are averse to such things. They will not probably take your sales calls or click on your ads, but they will be showing their intent by doing POCs around your product, forking your GitHub repository, reading your technical documentation, or probably signing up your product and going deep in it. And that's where the question of how you look at intent changes.