Devtools win bottom-up because the minimum unit of value is one developer
Guy Podjarny · He burned $4M to hit $100K ARR—but with 1 big change, he grew to $4.5M ARR in just 12 months. | G... · PMF Show · Oct 27, 2025 · at 26:25
Guy Podjarny, founder of Snyk, discusses how the 'minimum unit of value' dictates why developer tools require bottom-up product adoption while security tools require top-down sales.
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“For security, it's governance. So it's probably like a business unit, minimum unit. But for developers, because of that single developer and because developers are more empowered, DevTools generally win bottom up. You have to win over the developer first.”
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