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Why DevTool GTM is different than SaaS GTM

Why DevTool GTM is different than SaaS GTM

Season 1
Episode
3
2 mins
Achintya Gupta Profile Image
Achintya Gupta
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CEO at Reo.Dev
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If you sell to developers and find your current intent tools ineffective, there's a key factor you might be overlooking.

You're probably setting up your intent tools on sources such as website visitors, ad clicks, review sites, social media engagement, etc. These metrics lie completely out of the developer ecosystem.

This is one of the common mistakes I've seen developer focused GTM leaders make. They often approach selling developer tools in the same way one might sell SaaS software, which doesn't resonate with the developer audience.

In this episode Achintya Gupta, Co-founder of Reo.Dev talks about why developer focused GTM leaders need to rethink their approach while selling to developers.

[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.

Speaker Spotlight

Achintya Gupta Profile Image
Achintya Gupta
CEO at Reo.Dev

Achintya is the Founder and CEO of Reo.Dev, a revenue intelligence platform purpose-built to solve go-to-market challenges for developer-first companies. The idea for Reo.Dev was born from his own experience as the Chief Revenue Officer at Phyllo, where he wrestled firsthand with the complexities of selling to developers. What started as a personal pain point turned into a mission: to uncover intent signals hidden in developer activity and turn them into high-converting GTM plays. Today, Reo.Dev helps GTM teams at DevTool companies go beyond traditional signals and build pipeline rooted in what developers actually do.

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