Devrel and enterprise: When developers are not buyers

A presentation at DevRelCon London in December 2019 in London, UK by Shy Ruparel

Slide 1

Slide 1

Devrel and enterprise: When developers are not buyers DevRelCon London December 10th 2019 1 @ShyRuparel

Slide 2

Slide 2

Shy Ruparel Developer Evangelist, Contentful @ShyRuparel He/Him

Slide 3

Slide 3

Let me give you context 3 @ShyRuparel

Slide 4

Slide 4

I’m a believer in DevRel 4 @ShyRuparel

Slide 5

Slide 5

My Background 5 @ShyRuparel

Slide 6

Slide 6

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

Slide 7

Slide 7

400,000 active users Developers | Project Owners | Content Creators Contentful provides a content infrastructure that enables teams to power content in any digital product

Slide 8

Slide 8

Contentful 411 8 @ShyRuparel

Slide 9

Slide 9

Organizational Changes and Growth 9 @ShyRuparel

Slide 10

Slide 10

Enterprise changes come with enterprise problems 10 @ShyRuparel

Slide 11

Slide 11

Strong Executive Sponsor 11 @ShyRuparel

Slide 12

Slide 12

I don’t care where DevRel sits 12 @ShyRuparel

Slide 13

Slide 13

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

Slide 14

Slide 14

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

Slide 15

Slide 15

Contentful Developer Community 15 @ShyRuparel

Slide 16

Slide 16

Purchasing isn’t from our Developers 16 @ShyRuparel

Slide 17

Slide 17

Contentful Mastery 17 @ShyRuparel

Slide 18

Slide 18

Sales, CSM and Partnerships, Oh My. 18 @ShyRuparel

Slide 19

Slide 19

Who do AE’s and CSMs talk to? 19 @ShyRuparel

Slide 20

Slide 20

Metrics 20 @ShyRuparel

Slide 21

Slide 21

Our Mission Awareness, Education, Community 21 @ShyRuparel

Slide 22

Slide 22

Awareness 22 @ShyRuparel

Slide 23

Slide 23

Developers 23 @ShyRuparel

Slide 24

Slide 24

Occasionally in a Dress Shirt 24 @ShyRuparel

Slide 25

Slide 25

Dev Awareness of DevRel 25 @ShyRuparel

Slide 26

Slide 26

Education 26 @ShyRuparel

Slide 27

Slide 27

I’m the first user. 27 @ShyRuparel

Slide 28

Slide 28

I’m creating the first tutorials. 28 @ShyRuparel

Slide 29

Slide 29

Sales, CSM and Partnerships, Oh My. 29 @ShyRuparel

Slide 30

Slide 30

Community 30 @ShyRuparel

Slide 31

Slide 31

Who is our Community? 31 @ShyRuparel

Slide 32

Slide 32

What are they making? 32 @ShyRuparel

Slide 33

Slide 33

What do they need? 33 @ShyRuparel

Slide 34

Slide 34

Why do we care about our Community? 34 @ShyRuparel

Slide 35

Slide 35

The Persona of an Enterprise Dev 35 @ShyRuparel

Slide 36

Slide 36

Community and Analysts Making Product Marketing Managers Happy 36 @ShyRuparel

Slide 37

Slide 37

Our Mission Awareness, Education, Community 37 @ShyRuparel

Slide 38

Slide 38

Our Secret Mission: 38 @ShyRuparel

Slide 39

Slide 39

Internal Awareness 39 @ShyRuparel

Slide 40

Slide 40

Sales, CSM and Partnerships, Oh My. 40 @ShyRuparel

Slide 41

Slide 41

Friction 41 @ShyRuparel

Slide 42

Slide 42

Building and Maintaining Trust 42 @ShyRuparel

Slide 43

Slide 43

43 @ShyRuparel

Slide 44

Slide 44

Metrics 44 @ShyRuparel

Slide 45

Slide 45

Metrics 45 @ShyRuparel

Slide 46

Slide 46

[T]he thing we want to hear out of every sales rep’s mouth is “devrel gives the best leads.” - Rob Spectre 46 @ShyRuparel

Slide 47

Slide 47

Supporting marketing 47 @ShyRuparel

Slide 48

Slide 48

DevRel and PMM 48 @ShyRuparel

Slide 49

Slide 49

Be Engaged 49 @ShyRuparel

Slide 50

Slide 50

Be Involved 50 @ShyRuparel

Slide 51

Slide 51

Teaching Contentful to Contentful 51 @ShyRuparel

Slide 52

Slide 52

It’s all about internal buy in. 52 @ShyRuparel

Slide 53

Slide 53

Sales, CSM and Partnerships, Oh My. 53 @ShyRuparel

Slide 54

Slide 54

Come be my new Boss 54 @ShyRuparel

Slide 55

Slide 55

Come find me with Questions @ShyRuparel Slides: github.com/shy/talks Photos: #WOCinTech Chat contentful.com/events