Our guest today is Douglas Hanna, Chief Operating Officer at Grafana Labs. Grafana Labs is an observability stack built around Grafana, a leading open-source technology for dashboards and visualization. Douglas is a seasoned revenue leader, previously leading operations and GTM strategy at Zendesk. At Grafana Labs, Douglas has been instrumental in scaling GTM at the open-source company — building up both team headcount and its revenue model. In our conversation today, Douglas dives deep into the process of bringing products to market at an open-source company. We explore the different facets of building and scaling a revenue model at an open-source company. Douglas opens up the GTM playbook at Grafana Labs sharing: When to commercialize a feature vs. switch to a hosted version of a product Tried and tested frameworks for pricing and packaging How Grafana Labs thinks about what to put behind a paywall How the GTM team was built over time., You can follow Douglas on Twitter at @douglashanna. You can email us questions directly at [email protected] or follow us on Twitter @firstround and @brettberson.

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