菜单
Turn developer love into revenue by enabling champions and choosing a GTM model. Use when developers adopt the free tier but nobody pays, when the founder is cold-selling the VP instead of arming the developer, or when picking between open-source, PLG, inbound, and sales-led.
用 Codex 或 Claude 帮你安装 复制这段 Prompt，粘贴到 Codex、Claude 或其他助手里，让它检查 Skill 页面并帮你完成安装。
Interview the founder once and write a docs/gtm-cofounder/founder-brief.md that every other skill reads first, so the advice is about their real business, not a textbook. Use this before anything else, or whenever the agent lacks context on the founder's product, ICP, market, or stage, or is giving generic GTM advice.
After the founder brief, turn it into an honest diagnosis and a prioritized, stage-aware GTM roadmap saved as docs/gtm-cofounder/gtm-roadmap.md. This is the hub the founder returns to every session to see where they are and the single next move. Use right after start-here, whenever the founder doesn't know what to work on next, wants a plan instead of a one-off task, or is drowning in disconnected tactics.
Refresh the founder's competitive and market context. Re-scan named rivals and the category for what changed since the brief was written (rebrands, repositioning, new entrants, pricing shifts, renamed categories) and update docs/gtm-cofounder/founder-brief.md and the roadmap with anything that moves positioning. Use on a cadence, or whenever a competitor rebrands, a new tool appears, or the founder senses the market has shifted under them.
Get the first 50 real users through channels the founder's ICP already uses. Use when the product shipped and nobody came, the founder is "posting more" with no result, or is reaching for paid ads before product-market fit.
Build authority by teaching the problem space, not announcing features. Use when the founder finds "marketing" distasteful and does none, publishes only product updates, or wants a sustainable content and GitHub-README strategy that developers actually respect.
Measure GTM with the metrics that matter (net developer retention, DREAM funnel) instead of vanity numbers. Use when the founder has dashboards full of stars and pageviews but can't tell if go-to-market is working, or is optimizing acquisition over a leaky bucket.
基于 SOC 职业分类
| name | market-to-devs-sell-to-buyers |
| description | Turn developer love into revenue by enabling champions and choosing a GTM model. Use when developers adopt the free tier but nobody pays, when the founder is cold-selling the VP instead of arming the developer, or when picking between open-source, PLG, inbound, and sales-led. |
The developer who adopts your tool is almost never the person who pays for it. Win the developer's heart; then hand them the ammunition to win the budget conversation for you.
Use this when: you have stars, signups, and a beloved free tier, and a revenue line of zero.
Market to developers, sell to decision-makers. Developers evaluate and adopt; buyers (CTO/VP/procurement) approve money. Your growth engine is the developer champion who sells internally, so your job is to make them look smart to their boss.
Pick the one that fits your product and ICP; don't run all four half-heartedly.
| Model | Fits when | The motion |
|---|---|---|
| Open source | infra/dev-tool, trust & inspectability matter | OSS core → adoption → paid cloud/enterprise |
| PLG / self-serve | fast time-to-value, dev = buyer for small teams | free tier → usage → expand → sales-assist on big accounts |
| Inbound | you can own the problem's content/SEO | educate on the problem → capture → nurture |
| Sales-led / ABM | high ACV, complex enterprise, few big logos | target named accounts, land via a dev champion |
Most dev tools are PLG + a sales-assist overlay for the accounts worth a human.
Give the developer what they need to sell up:
value-prop-that-converts.Persona → sale map (Frankl): Alpha Dev finds & advocates → VPE/SRE validate feasibility → Empowered CTO approves budget → procurement handles terms (late, enterprise only). A complex sale needs a "what's in it for me" for each. Nail one persona and you get great meetings and no decisions.
Has the developer hit real, repeated value (Activation)?
├─ NO → too early. Gating now kills adoption. Keep delivering value.
└─ YES → is this a small team (dev controls spend)?
├─ YES → self-serve upgrade in-product; keep it frictionless.
└─ NO → trigger sales-assist: help the champion build the internal case.
Close your first $1M yourself. Don't hand off sales before you've done it. Teaching a rep is far harder than teaching a founder who's felt the objections firsthand (Frankl).
Built from real dev-tool GTM experience, with frameworks from Adam Frankl (The Developer-Facing Startup) and Jakub Czakon (markepear.dev). When a framework can't make the call, that's what a human is for: The DevTool GTM Company.