Developer Evangelism, Authentic Content, and Simple Messaging

WorkOS CEO, Michael Grinich, and Datadog CMO, Sara Varni, discuss learnings from Twilio’s growth from $400 million to $2.8 billion in revenue, the importance of developer evangelism as a function, and the nuances of marketing a broad platform like Datadog.

In this episode, we cover:
0:00 Intro
0:39 Sara's background
1:26 Layering in enterprise sales with self-serve at Twilio
3:11 Executing with 30 reps at the $400M ARR mark
4:49 The affect of Uber's pivot away from being the largest customer
8:23 Enterprise-focus vs. developer marketing
11:48 Early days of "developer evangelism"
15:58 Twilio's effective messaging strategy
18:05 Rise of developers as decision makers
21:18 Nuances of marketing a broad platform like Datadog
24:25 Advice for developer platforms building the first marketing team