Reo.Dev

GTM teams - the sooner we accept this reality, the sooner we can start building for it!👀 INTENT IS COMING FROM AGENTS NOW. AND YOUR STACK WASN'T BUILT FOR THAT! Almost every GTM leader I talk to is trying to optimize for this. Because at the end of the day - sales need to happen, no matter who is evaluating😅 I got into this with Zach Oldham from Gravity AI. Their team is putting contextual ads inside environments where developers spend the most time! It's surprising how engineers (the most ad-allergic audience imo) are screenshotting certain ads they liked and sharing them. I remember Zach mentioning - not a single platform running ads has lost users. In fact some have been able to see amazing results. 📈 It really tells you something fundamental about where GTM is headed. The channel was never the problem. Relevance was. Your docs used to be read by humans doing research. Now they're consumed by agents doing evaluation. Your CLI usage used to mean a human was kicking tires. Now it might be an LLM stress-testing your product before a team even gets on a call. The signal didn't disappear. It has moved. And if your stack only tracks human intent, you're definitely missing the fastest-growing part of your pipeline. It's so amazing to talk to people building for this new reality!🔥 Zach and I discuss some great ideas on how GTM teams can get started with - or advance their play here. Full conversation dropping soon!!!🚀🚀🚀

What if you had access to 100 CTOs - telling you exactly how they discover, evaluate, and buy tech? 👀 We're making this happen with The DevGTM Brew!🍺 Your biweekly drop of the unfiltered truth on how technical buyers actually think! Getting CTOs to talk alone is hard. Getting them on camera to share how they really make buying calls? N̶e̶a̶r̶l̶y̶ ̶i̶m̶p̶o̶s̶s̶i̶b̶l̶e̶ (cough) Our pitch to them was: help us make bad cold outreach go away! Tell us what you actually pay attention to, what you ignore, and how buying decisions really get made inside your engineering team. Turns out, they had a lot to say. Edition 01 is live with our own CTO, Gaurav Jain - 2x CTO-founder, two decades in engineering, someone who's sat on both sides of the table. Gaurav gets hit with hundreds of cold outreach messages every week. He responds to about 1 in 100. In this one, he breaks down the rare few that actually get his attention, and that part alone is worth the watch!!🎬 Every edition in the series, comes with the biggest news, deals, and GTM moves in the DevTool space, and the best open roles in DevTool GTM. Always something worth digging into! If I were selling to developers or technical buyers, I'd make this my regular binge 🍿 ⚠️ Fair warning: this might make you question half your current outreach strategy :D Edition 01 is now live. Watch & subscribe to get drops every 2 weeks in your inbox! [Link in comments]

We wrapped the last session of DevGTM Academy this week! Cohort 1 was an absolute banger!🔥🚀 It's been an amazing past few months of building! We got some insane experts to come share what's actually working while selling to tech buyers. And the cohort participation has been amazing. We hope you are leaving with a lot of practical takeaways! And I have to talk about the team for a second. 7 weeks of curating pre-reads, post-reads, session content, managing a crazy active Slack community, getting speakers, collecting feedback, & curating an amazing experience for 50+ members in every session! Swekchha, Disha, Deeksha, Angad, Muni - so much effort & thought went into curating this! It was crazy! I generally have a high bar of how & what we ship, & while discussing the roadmap for the next few months on this, the team even surpassed my expectations. This hasn't happened in a very long time! Very excited about what's coming! AI-native is flipping DevTool GTM on its head. How developers evaluate and buy is changing fast. We've barely scratched the surface. MORE SOON 🚀

The number of times I've replayed this video is unhealthy. But you'd do it too, if one of your customers said "It's easy to believe in a great product." 😭😭😭 "Developers don't like being sold to" is basically the opening slide of every DevTool GTM deck. It is tricky. Because as a DevTool, you still want to be a good partner, and you still want to build a business together. How do you balance that? I love how the team at Unleash thinks about this: it comes down to actually understanding what developers are trying to solve. Knowing what's important to them. And if they have a real problem and you have a real solution, the willingness to pay shows up on its own. Sounds simple, but it takes intentional effort across every part of your GTM motion - and Unleash is one of the few teams I've seen handle this nuance with the subtlety it deserves. They start with a sharp ICP, layer in intent signals to figure out who actually has a problem worth solving right now, and filter out the noise until what's left is a developer who's genuinely stuck & problem solve for it. Egil Østhus, we're so glad we get to be in this with you, helping figure out where those problems are. And honestly, with everything shifting in AI-native GTM right now, this only gets more interesting from here!! Huge fans of how you build. Can't wait to see how it moves from here! P.S. Reo's marketing budget for tissues just went up. Sorry Achintya.🥲

Unpopular opinion: most DevTool GTM teams aren’t slow in execution. They’re just blocked by something they don’t even see. And it shows up in every deal. That “something” is.. How difficult it is to make a simple pricing change. Let me explain.. Anytime you want to change how it’s ‘BILLED’ to your end user, you’re stuck waiting on engineering. New tier, discounts, quick changes before a launch… everything goes through them. This isn’t just about billing. It’s about how hard it is to change pricing for an individual customer. And here's the part teams miss even more: it's not just about closing deals slower. Your pricing stops being a real representation of your product's value: — Inside the product! — On your landing page! — In the moment a user hits a limit and decides whether to upgrade or churn! When GTM can't move fast enough to reflect what the product actually does, you're not just losing deals. You're turning people off! I sat down with Fynn Glover, Co-Founder & CEO of Schematic, to dig into all of it. We talked about: → Why pricing debt accumulates silently and how to catch it early → What it actually means to decouple pricing from code (and what changes when you do) → How the best DevTool teams use pricing as a growth lever, not a constraint → The difference between a pricing change and a packaging change (more important than most realize) If you’re figuring out how to personalize your pricing plans for customers, definitely recommend listening to this conversation! Full episode dropping soon 🔥

Still haven't fully clocked out of KubeCon yet. We met so many of our customers on the floor, & the most common challenge DevTool teams are seeing is "How do you adapt your GTM for agentic discovery & evaluation?" Honestly validating to hear because that's exactly where we're headed at Reo.Dev! If agents are discovering & evaluating your product - your GTM needs to see what they're seeing. So many people my team spoke to were amazed to hear about understanding developer behavior & getting visibility on queries directly from the IDE. It's incredible to see so many of our customers already picking up on this shift and thinking about how to act on it 🚀 These conferences are something else - you learn more in 3 days on the floor than in months of calls! And always, always love meeting you all in person. Until next time - grateful to be building alongside you. NVIDIA, Aerospike, Unleash, OpenObserve, Diagrid, Union.ai, Antithesis, Syntasso... 💜