Library

Building Securely for User Privacy

Early Stage Sales Enablement Best Practices

Startup Security and Venture Capital: What VCs Want Founders to Know

How to Create Buyer Personas Your Team Will Actually Use

How to Execute SaaS POCs that Convert

How to Craft Your First Customer Case Study

Essential Cloud Infrastructure Security

Democratizing Security From The Top Down

Sales Prospecting for Founders: Tips from Mitch Morando

The Anatomy Of A Modern Security Team

OKRs for Startups: How to Set Effective OKRs for the First Time

Every IPO Needs a CISO

Building Vibrant Developer Communities

Developer Support Best Practices

Early-Stage Sales Process: Focusing on the Right Prospects

Using User Research as a Pre-Product-Market Fit Tactic

Commercial Open Source Business Strategies

Understanding Vulnerability Disclosure with MÃ¥rten Mickos & the HackerOne Team

Early-Stage-Sales Process: Shaping The Buyer’s Journey

Buy vs. Build: Turning Critics into Champions

The Founder’s Guide to First Sales Hires

Executive Communication w/ Harrison Metal

From the Heavybit Library: Tackling Enterprise Security Challenges

Messaging as The One Source of Truth

The Three Steps of Continuous Customer Obsession

Defining Product Marketing and Metrics

Organic Growth and Platform Adoption

Building High-Fidelity Personas and Segmenting Users

Orchestrating Effective Customer Success

From DevTool to Dev Ecosystem

Preparing For Lift-Off

Dear Founders: Start with Messaging

Sales Training Lessons from Wizeline, Pusher & PagerDuty

Efficient Lead Gen & Marketing Ops

Product Marketing Best Practices with G Suite, Pusher and Measure

SLA & Support In The Enterprise

Accelerating Inside Sales & Account-Based Management

Don’t Cargo Cult Your Pricing

User Management and Access Control

Deployment Best Practices

Advanced Reporting & Analytics

Navigating Enterprise Needs

Integrating into the Enterprise

Sales Hiring Strategy with Greylock Partners & TalentBin

Ep. #1, Delivering Software That Enterprises Love with Chef’s Adam Jacob

Building Great API Docs

Designing for Success at Developer Companies

Growing a Developer Relations Program

Transitioning from Founder-Led Sales

Developer Journalism Panel with The New Stack, SD Times, and DevOps.com

A Developer’s View Into Blockchain Network Architecture

Breadcrumbs and Carrots: Optimizing Developer Onboarding

Crossing the Chasm: From Community to Commercialization

Ep. #1, Monitoring vs. Observability

Demand Gen Fireside: Designing the Right Marketing Team

Ep. #45, DevOps with Microsoft’s Sam Guckenheimer

Sales Ops Panel: Building Early Stage Sales Teams

Marketing Workshop: Early Stage Growth Ops

Open Source as Business Strategy with Segment’s Peter Reinhardt

DevGuild: Pricing Strategy – Priced To Scale: The Only Constant Is Change

DevGuild: Pricing Strategy – Economies of Scope: Implications on Product Roadmap

DevGuild: Pricing Strategy – Pricing A New Product: Adventures in Research & Rollouts

DevGuild: Pricing Strategy – Persona Development with Astha Malik & Brian Doll

DevGuild: Pricing Strategy – Founder Journey to Enterprise Revenue

DevGuild: Pricing Strategy – Value-Based Pricing From 8,432 SaaS Cos

DevGuild: Pricing Strategy – Value-Based Pricing: Scale From Market Entry

Building Developer Relations Teams

Building Contentful’s Global Advocacy Program

B2B SaaS & Dev Co Investment Panel w/ Bessemer, Redpoint, and Andreessen Horowitz

Humans vs Machines: When To Hire And When To Automate

DevGuild: Content Strategy – Conversion & Metrics Panel, With Twilio, Box, & MongoDB

DevGuild: Content Strategy – Driving Content Reach & Engagement Panel

DevGuild: Content Strategy – Reviving The Movement, A Case Study With The ACLU

DevGuild: Content Strategy – Using Data To Create Content That Spreads

Optimize Your Funnel By Getting Inside Your Buyer’s Head

DevGuild: Content Strategy – The Power Of Trends

DevGuild: Content Strategy – Creating A Culture Of Story Tellers

Personas: You’re Doing It Wrong

DevGuild: Content Strategy – A Fireside Chat With Om Malik

Civilized Discourse… But How?

Product As Community Panel with Keen IO, Firebase, & Nylas

Customer Success: The Art Of Upselling

From Seed To Series B

Go-To-Market And Category Design Fundamentals

SaaS Content Strategy: Targeting & Measuring

Getting To Your First 100 Customers And Beyond

Heavybit Sales Master Class Feat. Matt Cameron

Ep. #8, Launch Day Trifecta: Hacker News, Product Hunt, & TechCrunch

Land and Expand Strategies at GitHub and New Relic

SaaS Content Strategy: Are You Doing it Wrong?

How Marketers Can Achieve Personalization at Scale, Part 1

Ep. #4, Building A Cyborg Company

Dive Into Demand Generation With Tomasz Tunguz

Building A Content Marketing Machine

Making Performance A Design Consideration

Ep. #1, The Fandom Menace

Developer Product Design

DevGuild: Demand Gen – Achieving 1:1 Personalization At Scale

DevGuild: Demand Gen – Are You A Future Demand Gen VP?

DevGuild: Demand Gen – The Fastest Path To An MQL

DevGuild: Demand Gen – Acquisition & Channel Tactics

DevGuild: Demand Gen – Scaling Marketing, The Three Phases Of Pagerduty’s Growth

DevGuild: Demand Gen – How To Build, Measure, And Scale A Content Machine

Dev Marketing: GA to Product-Market Fit

Ep. #1, Introducing JAMstack Radio

Things I Have Learned About Sales So Far

DevGuildDX: Founders Panel

DevGuildDX: Product Discovery Panel

Treat Your CLI Like An API

The Good, The Bad, & The Fugly

Baking DX Into Your Culture

Leveraging Your Enterprise Partnerships

Ep. #1, Driving Adoption With Your Product Launches

Jump Starting Your Demand Generation

Sales Master Class: Customer Success Driven Growth

Content Is King and Other Clichés

Beta Testing for Early Developer Teams

Platform Marketing: So You Want to Be an Ecosystem?

Capital Efficiency: Lessons From the Financial Crisis

Live to Fight Another Day: Are You Default Dead or Alive?

Building Successful Developer Communities

Building a Better Core Pitch

Ep. #6, Aligning Sales and Marketing Departments

Heavybit Sales Master Class Feat. Mark Roberge

Building an Enterprise Roadmap

Ep. #17, Open Source Economics

Bias Busting: It’s About Tracking Data and Being Deliberate

Ep. #4, Affordances for Developers

DX and Open Sourcing at Netflix

Ep. #4, Building on Quality at Heroku

Early Inside Sales to Enterprise Success

Ep. #3, Feat. Russ Smith & Guy Podjarny

Product Development and Otherness

Heavybit’s Year in Review

Fixing Heroku’s Pricing

Early Stage Sales & Business Development

Heavybit Sales Master Class

Q&A: Building a Global Community

Building a Growth Machine

Evolution of Sales 2015

451 Group on Analyst Relations

Conversion Optimization: Funnel-Vision for Developers

Business Analytics: Are We There Yet?

Using OKRs to Drive Results aka “Secrets to Crushing Your Goals”

Creating Killer Trend Stories

Investing In Customer Success

Growth Hacking is BS

The Developer Marketing Guide

Effective Launches

Minimum Viable Launch: What You Need For Marketing Success

Best Practices in Dev to Production Parity for Containers

Top 10 Mistakes Getting to $100M ARR

Getting to a Messaging Framework and Value Prop

Lean Product Design

User-Driven Product at Stack Overflow & Stack Exchange

Hiring a Tech Ops Team

Data-Driven Product Changes with Venmo and Instacart

Third Party Tools as a Marketing Tactic

Debugging Recruiting

How Great Documentation Drives Developer Adoption

Units of Value: A Framework for Scaling

Developer Blogs: Editorial Planning and Distribution

Developer Content Marketing and Growth Hacking

Scaling Support Operations

The Science of Content Marketing for Developers

Rules for Radicals and Developer Marketing

Designing for User Adoption

How to Sell More With Math

Move Fast, Don’t Break the API

Security Process in Open Source Communities

Demand Engineering: Building a Go-to-market Execution Engine

Bessemer’s Commandments for Dev-Focused Companies

Don’t Hire a VP of Sales

Sales Calls for Developers

The ROI of Community

Developer Experience Design

From YC to Liquidity: Behind the Curtain

Weathering a Sh*tstorm: PR during a Crisis

Outsource like a Boss

Leadership and Process

Evolve your Sales Organization

The Evolution of a Marketing Team

Delivering Customer Support to Developers

Heroku Operations

Sell or Die

Lessons from Twilio: Content Marketing to Developers

How to Fix a Broken Board

PagerDuty’s VP Sales: Managing Enterprise Sales

Product Strategy for Start-ups

SaaS Business Model Metrics

From Dev to Enterprise Sales

The Anatomy of Heroku’s Product Team

Containers and Clustering

MySQL CEO on 2 Open Source Business Models

Minimum Viable Product for Platforms

Positioning: Winning the Battle for the Developer’s Mind

Building and Leveraging an Open Source Developer Community.

The First Million is Always the Hardest

From Developer Adoption to Enterprise Dollars

Disruptive Marketing

Benchmarks for *aaS Businesses

Analyst Relations Secrets from 451 and RedMonk

Common Ops Mistakes

New Relic and Yammer’s Biz Dev Toolbox

Pricing

Platform Marketing with Dropbox and Salesforce

Every Minute Counts: Coordinating Heroku’s Incident Response

Designing for Developers

Blocking and Tackling

Growth Hacking with Facebook and Dropbox

Building Companies that Devs & DevOps Teams Love… And Avoiding Expensive Mistakes

Designing a Beautiful REST+JSON API

Google Dev Evangelist on HTTP 2.0

Strategies for Security: When, Why, How

Hero Making

Scaling for Success and Failure at Reddit and Netflix