# Market To Devs Sell To Buyers > 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. - **Type:** Skill - **Install:** `agentstack add skill-aidevgtm-gtm-cofounder-market-to-devs-sell-to-buyers` - **Verified:** Yes — security-reviewed for prompt injection and unsafe behavior - **Seller:** [AIDevGTM](https://agentstack.voostack.com/s/aidevgtm) - **Installs:** 0 - **Category:** [Agent Skills](https://agentstack.voostack.com/c/agent-skills) - **Latest version:** 0.1.0 - **License:** MIT - **Upstream author:** [AIDevGTM](https://github.com/AIDevGTM) - **Source:** https://github.com/AIDevGTM/gtm-cofounder/tree/main/skills/market-to-devs-sell-to-buyers - **Website:** https://gtmcofounder.com ## Install ```sh agentstack add skill-aidevgtm-gtm-cofounder-market-to-devs-sell-to-buyers ``` Requires the [AgentStack CLI](https://agentstack.voostack.com/docs/cli). Works with Claude Code, Cursor, and any MCP-compatible agent. ## About # Market to devs, sell to buyers > 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. ## The core idea (Czakon) **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. ## Framework: GTM models that work (Czakon) 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. ## Framework: enable the champion (Czakon + Frankl) Give the developer what they need to sell up: - The **Kairos** case for their boss (weeks off a release cycle, risk reduced), see `value-prop-that-converts`. - A one-pager / ROI snippet they can paste into an internal thread. - Security/compliance answers the buyer will ask (SOC 2, data handling), the CTO's real fears. - Proof: attributed results from peers at comparable companies. **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. ## Decision tree: when to introduce paid ``` 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). ## Mistakes that look reasonable - **Expecting developers to have budget**: the Alpha Dev loves you and cannot pay you. - **Gating value too early**: a paywall before the aha moment converts curiosity into a bounce. - **Cold-selling the VP**: bypassing the champion; the buyer trusts their engineer, not your email. - **No champion enablement**: the developer wants to buy but has nothing to bring to their boss. - **Four GTM models at 10% each**: pick one primary motion and commit. ## Your next 30 minutes - [ ] Name your model (OSS / PLG / inbound / sales-led) and the *one* you'll commit to first. - [ ] Identify your happiest free user → that's a champion. Ask what their boss would need to approve budget. - [ ] Build the champion's one-pager: Kairos case + proof + security answers. - [ ] Define the **Activation** moment that must happen *before* you ever mention paid. --- 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](https://thedevtoolgtmcompany.com). ## Source & license This open-source skill is cataloged on AgentStack and links to its original source — we do not rehost the code. - **Author:** [AIDevGTM](https://github.com/AIDevGTM) - **Source:** [AIDevGTM/gtm-cofounder](https://github.com/AIDevGTM/gtm-cofounder) - **License:** MIT - **Homepage:** https://gtmcofounder.com Install and usage instructions live in the source repository linked above. ## Pricing - **Free** — Free ## Security capabilities Automated source analysis of v0.1.0 — what this tool can access: - **Network access:** no - **Filesystem access:** no - **Shell / process execution:** no - **Environment & secrets:** no - **Dynamic code execution:** no *"Yes" means the capability is present in the source — more access means more to trust, not that it is unsafe.* ## Versions - **0.1.0** — security scan: passed — Imported from the upstream source. ## Links - Listing page: https://agentstack.voostack.com/l/skill-aidevgtm-gtm-cofounder-market-to-devs-sell-to-buyers - Seller: https://agentstack.voostack.com/s/aidevgtm - Browse the marketplace: https://agentstack.voostack.com/browse --- Listed on AgentStack — the marketplace for AI agent skills and MCP servers. Every listing is security-reviewed. Creators keep 70%.