Company playbooks
Learn from the companies.
What they did → real examples → why it matters → how to apply it → a template → original sources.
01 / Content & trust
Harness
Content that helps a buyer say yes
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02 / Finding buyers
Rippling
Create distribution before hiring for scale
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03 / Content & trust
PostHog
Write for developers, not search engines
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04 / Content & trust
Supabase
Make a product release worth talking about
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05 / Finding buyers
Merge
Founder-led sales is market research
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06 / Adoption & expansion
Datadog
Land one workload, then earn the next
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07 / Adoption & expansion
Linear
Win a narrow group of people first
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08 / Adoption & expansion
Tailscale
Give one developer a reason to bring the team
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09 / Content & trust
incident.io
Teach the job before you pitch the tool
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10 / Adoption & expansion
Grafana Labs
Be useful in the ecosystem before you ask to replace it
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