Market to devs, sell to buyers

The developer who adopts your tool is almost never the person who pays for it. Win the developer's heart; then hand them the ammunition to win the budget conversation for you.

Use this when: you have stars, signups, and a beloved free tier, and a revenue line of zero.

The core idea (Czakon)

Market to developers, sell to decision-makers. Developers evaluate and adopt; buyers (CTO/VP/procurement) approve money. Your growth engine is the developer champion who sells internally, so your job is to make them look smart to their boss.

Framework: GTM models that work (Czakon)

Pick the one that fits your product and ICP; don't run all four half-heartedly.