A presentation at DevRelCon London in in London, UK by Shy Ruparel
Devrel and enterprise: When developers are not buyers DevRelCon London December 10th 2019 1 @ShyRuparel
Shy Ruparel Developer Evangelist, Contentful @ShyRuparel He/Him
Let me give you context 3 @ShyRuparel
I’m a believer in DevRel 4 @ShyRuparel
My Background 5 @ShyRuparel
Don’t let a CMS get in the way of shipping software Contentful provides a content infrastructure that enables teams to power content in any digital product
400,000 active users Developers | Project Owners | Content Creators Contentful provides a content infrastructure that enables teams to power content in any digital product
Contentful 411 8 @ShyRuparel
Organizational Changes and Growth 9 @ShyRuparel
Enterprise changes come with enterprise problems 10 @ShyRuparel
Strong Executive Sponsor 11 @ShyRuparel
I don’t care where DevRel sits 12 @ShyRuparel
The world is full of generalizations about devrel that take narrow experiences and try to make them broadly true. We really need to move beyond saying certain titles and departments and skillsets are wrong and instead share our approaches. @bwest 13 @ShyRuparel
All My Problems ● ● ● ● 14 @ShyRuparel Dev’s aren’t purchasing Contentful Contentful is very powerful Layers between Contentful and Devs All the normal DevRel Problems ○ How do we empower our Developer Community? ○ How do we measure success? ○ Burnout
Contentful Developer Community 15 @ShyRuparel
Purchasing isn’t from our Developers 16 @ShyRuparel
Contentful Mastery 17 @ShyRuparel
Sales, CSM and Partnerships, Oh My. 18 @ShyRuparel
Who do AE’s and CSMs talk to? 19 @ShyRuparel
Metrics 20 @ShyRuparel
Our Mission Awareness, Education, Community 21 @ShyRuparel
Awareness 22 @ShyRuparel
Developers 23 @ShyRuparel
Occasionally in a Dress Shirt 24 @ShyRuparel
Dev Awareness of DevRel 25 @ShyRuparel
Education 26 @ShyRuparel
I’m the first user. 27 @ShyRuparel
I’m creating the first tutorials. 28 @ShyRuparel
Sales, CSM and Partnerships, Oh My. 29 @ShyRuparel
Community 30 @ShyRuparel
Who is our Community? 31 @ShyRuparel
What are they making? 32 @ShyRuparel
What do they need? 33 @ShyRuparel
Why do we care about our Community? 34 @ShyRuparel
The Persona of an Enterprise Dev 35 @ShyRuparel
Community and Analysts Making Product Marketing Managers Happy 36 @ShyRuparel
Our Mission Awareness, Education, Community 37 @ShyRuparel
Our Secret Mission: 38 @ShyRuparel
Internal Awareness 39 @ShyRuparel
Sales, CSM and Partnerships, Oh My. 40 @ShyRuparel
Friction 41 @ShyRuparel
Building and Maintaining Trust 42 @ShyRuparel
43 @ShyRuparel
Metrics 44 @ShyRuparel
Metrics 45 @ShyRuparel
[T]he thing we want to hear out of every sales rep’s mouth is “devrel gives the best leads.” - Rob Spectre 46 @ShyRuparel
Supporting marketing 47 @ShyRuparel
DevRel and PMM 48 @ShyRuparel
Be Engaged 49 @ShyRuparel
Be Involved 50 @ShyRuparel
Teaching Contentful to Contentful 51 @ShyRuparel
It’s all about internal buy in. 52 @ShyRuparel
Sales, CSM and Partnerships, Oh My. 53 @ShyRuparel
Come be my new Boss 54 @ShyRuparel
Come find me with Questions @ShyRuparel Slides: github.com/shy/talks Photos: #WOCinTech Chat contentful.com/events
Developer relations for Enterprise SaaS companies comes with its own specific challenges. You have to build up your user base, but they aren’t the primary purchaser. It’s already difficult to produce metrics for success, and it gets harder the further away you get from direct revenue creation. You have to create useful goals, stay off the customer success managers’ turf, and maintain relationships with Type A sales reps. Given all these challenges, how can you manage to make your developer community a priority?
In this talk Shy Ruparel, Developer Evangelist at Contentful, talks about the challenges working in an enterprise-focused organization, the experiments to address them and the metrics that help keep his CFO content.
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