Adam Frankl has been the first Marketing VP at three dev-facing unicorns. He returns to the podcast, to reveal the things that DevTool startups must get right in the early days, in order to be successful. We also discuss Jack's experience implementing Technical Advisory Boards (TABs) with a new startup, and the hurdles startups face with outreach, sustaining member enthusiasm across calls, and the art of framing the problem correctly. Adam shares ongoing AI experiments to streamline TAB insights and stories that hook developers.
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This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  Adam's Linkedin
   •  The Developer Facing Startup

Kyle Cheung, co-founder of Greybeam, shares how his team built a tool that reduces Snowflake costs by 70-95%, without migration, drawing from multiple pivots over two years. The discussion covers their quirky marketing tactics and advice on fundraising as storytelling.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  Kyle's Linkedin
   •  Greybeam

In this episode, Matt Klein (Bitdrift, Envoy) reflects on building EC2 in the early days of AWS, the reality behind AWS’s origins, and what Amazon’s customer obsession looks like from the inside. He then dives into creating Envoy at Lyft, the challenges of open source at scale, and spinning Bitdrift out of Lyft to focus on mobile observability. He shares how to meet developers where they are and what it takes to find product market fit.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

   •  Matt's Linkedin
   •  Bitdrift

Will Stewart is the CEO and co-founder of Northflank, the developer platform. He shares how a teenage gaming side project turned into a self-service developer platform that runs complex workloads on Kubernetes across any cloud. He talks about meeting his co-founder online, fundraising and hiring remotely and why they took years to launch. He offers some interesting insights on dealing with bugs, product vision and changelogs.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

   •  Northflank
   •  Will's Linkedin

In Shawn "swyx" Wang's third appearance on the podcast, we talk about his recent interview with Mark Zuckerberg and Priscilla Chan about AI in biomedical research, and the goal to understand and eventually eradicate all diseases. We also talk about how DevRel is unbelievable back, the challenges of uphill DevRel, the dynamics of the current AI investment bubble, and the new projects he is working on.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

   •  Uphill DevRel article
   •  DevRel is unbelievably back article
   •  Particle/wave duality article
   •  The Economics of Superstars
   •  AI Engineer conference videos
   •  Swyx's Linkedin

Vincent D. Warmerdam from Marimo shares how they grew their YouTube channel for their Python notebook, using regular Shorts to reach thousands of new viewers each week. He talks about the importance of being genuinely excited about what you’re building and how consistent, authentic content can help both founders and creators connect with their audience. He gives practical advice and real-world insights for anyone interested in DevRel or growing a DevTool channel.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  Vincent's blog
   •  Vincent's X
   •  Marimo

Rik Haandrikman talks about sales incentives and growth at RevenueCat, and their creative approach to conferences. He explains why their sales team focuses on helping customers evaluate the product in their own way, how aligning incentives shapes company culture and how they make the most out of rare, compelling events.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  RevenueCat jobs
   •  Rik's article
   •  Rik's X
   •  RevenueCat's X

The episode features Baseten CEO and cofounder Tuhin, who shares Baseten’s journey from a small team in the pre-GenAI era to scaling rapidly and raising $150M in Series D funding. The discussion delves into building robust inference infrastructure for AI applications, navigating market shifts, and developing tools that prioritize speed, developer experience, and customer feedback loops.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:
   •  Baseten
   •  Tuhin's Linkedin

In this episode, Angelo Saraceno from Railway shares his experience balancing the technical challenges of building a developer-focused product with the realities of enterprise sales. They discuss how understanding customer needs beyond just features is crucial to growing a startup sustainably. Whether you're a founder or developer, this conversation offers valuable insights into turning good products into successful businesses without losing sight of the bigger picture.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

   •  Railway
   •  Railway's blog
   •  John McMahon's book
   •  Angelo's Slack automation article
   •  Angelo's website
   •  Angelo's Linkedin

Guy Zerega led sales and marketing at Stack Overflow, where he once hired me.
Now he leads sales at Cyborg - they offer end-to-end encrypted inference data.
This is a 101 on what matters in sales; especially to developers.

This episode is brought to you by WorkOS. If you're thinking about selling to enterprise customers, WorkOS can help you add enterprise features like Single Sign On and audit logs.

Links:

    • Guy's Linkedin
   • Guy's new startup, Cyborg