Classic widget PLG loop.
Algolia really crashed it with these. Here is how they made it so successful.
Some time ago I did some research on Algolia marketing looking for gems. Found quite a few as they are truly amazing at this.
One angle that is bringing a lot of traffic to their site is that classic PLG widget.
So what they did is:
And the sites that brought the most traffic were:
I love this tactic as it aligns:
Win Win Win
When you find those "Win Win Win" tactics/strategies you are golden.
Devs have a love/hate relationship with "Book a demo" call to action.
Mostly hate though.
Especially if what they want is:
Let's just say that sitting through an hour demo call with a salesperson just to get the pricing is not what most devs love to do with their time.
But there are moments in the buyer journey when devs do want to have that live session:
Then, having a live session/demo is the fastest way to move forward.
@PostHog handles this dev journey reality nicely with:
This approach solves both scenarios really nicely.
Great SEO tactic.
What folks from Cronitor did is:
This can be used for many dev-focused tools as by definition they use commands which can be templated.
I've heard about it originally from Harry Dry over at https://marketingexamples.com/seo/cronitor
Beautiful growth loop that uses GitHub PRs to spread awareness even internally in the org.
And just one dev needs to sign up for the product to start it.
Works like this:
Heard about it on Lenny's podcast episode with Ben Williams (the story starts at 20:53)
... and then signed up to see the actual PR.
I really love this one as it allows you to spread inside the organization even if everything is on-prem and you never get to see it.
Those PRs are just working behind the scenes doing marketing for you.
Brilliant!
Great example of programmatic SEO from Snyk.
They created a page called snyk advisor.
It is a repository of pages about open-source packages.
Each page is created automatically out of publicly available information.
Enhances it with Snyk-generated security scans and reports.
It builds awareness for other Snyk products in the security space.
A lot of those pages rank high in google for the {package} keyword which is incredible.
And when people land on the package report page the CTAs to Snyk products push conversions.
With infrastructure tools, it is notoriously difficult to show people the value quickly.
To really see it they would need to set up everything at their company infra, create dashboards for their use case, and so on.
A lot of work.
That is why creating a sandbox experience is a good way of giving people a taste.
I like the way Axiom calls it a playground and says "Play with Axiom" and "Launch playground".
This copy is good because:
Most devs want to explore products themselves.
They want to read the docs, see examples, play with the product, or watch a video.
They don't want to hop on a demo call, especially early on in the evaluation process.
And they definitely don't want to sit through the demo to learn what your pricing is.
But there will be moments when they will want to talk to you. They will raise their hands and let you know then.
Posthog speaks to this reality with this copy beautifully:
This is very developer-focused approach and I love it.
That CTA.
You go straight for the install/download.
I don't know if you can go more developer-focused than that.
It sets the tone for the entire homepage.
And let's be honest (almost) nobody actually clicks that "Sign up" button in the hero section.
Algolia gets over 80% of referral traffic from a single free tool they created called Search Hacker News.
But why does it work so well for them?
Hacker News doesn't really have a native search experience.
Algolia gives devs an amazing search experience out of the box.
So folks from Algolia created their own website where you can search Hackernews... with Algolia search engine.
Of course, when you click on "Search by Algolia" you get directed to the website and can learn how to set up a similar search, which you have just used yourself.
What I love about this:
And looking at the results it delivers.
Mixpanel primary CTA is to take an interactive tour.
They take you to a 30min video + a guided UI tour.
Not a signup.
That is because with products that have long time to value (like analytics, observability etc) dev will not see value in the first session.
I mean to really see value you need to see real data, real use cases. And if you were to actually test it would take weeks.
That is why many companies do demos. But demos have their own problems (and most are bad).
Interactive tools make it possible for me to explore the value without talking to anyone.
I love this option.
Interactive product tours are all the rage.
But how do you make them work for the dev audience?
How do you deal with:
That is hard.
But Vercel somehow made it.
This is by far the best product tour I have seen so far.
What I love:
This product tour is what dev tool startups will aspire to for years (or months ;) ) to come.
Mark my words.
This is a sandbox experience folks over at Sentry.io created.
I like the navbar CTAs with a big "Documentation" button in there.
Reminds me that I can go and see it when I need it.
But I also get those conversion focused "Request a demo" and "Start a trial" for when I am ready.
On top of that I get tours and help in the sidebar for when I get stuck.
.... and the whole thing is gated behind a work email which I don't love.
But having that work email let's you nurture (and Sentry is known for awesome emails).
Plus it does help sales. If anything it is an additional signal for your account scoring models.
But if you are going to gate a sandbox, make sure to show all that value behind the modal like Sentry did.
With that I can feel compelled to type in that email.