SaaStr 303: What It Takes To Build Dev Communities and Early Developer Adoption, How To Structure Trials and Freemium For Optimum Success and The 4 Different Pricing Variables To Consider with Eugenio Pace, Founder & CEO @ Auth0

Eugenio Pace is the Founder & CEO @ Auth0, the startup that allows you to rapidly integrate authentication and authorization for web, mobile, and legacy applications so you can focus on your core business. To date, Eugenio has raised over $213m with Auth0 from some of the best in the business including Meritech, Sapphire, Manu Kumar @ K9, Bessemer and Trinity. Prior to founding Auth0, Eugenio spent an incredible 12 years at Microsoft leading the Program Management team in the patterns & practices group at Microsoft.

In Today’s Episode We Discuss:

• How Eugenio made his way into the world of startups with the founding of Auth0? What were his biggest takeaways from 12 years watching the hyper-growth of Microsoft first hand? 
• How does being a developer-first product fundamentally change the go-to-market? Who has done this best over the last few years? What have they done that has allowed them to scale faster than others? What has been Eugenio’s takeaways in what works when building developer communities and early developer adoption?
• How does Eugenio respond to the common thinking that “devs don’t have the budget”? Does this limit your ability to expand into large ACVs once in an organisation? How does Eugenio approach the issue of agency when selling to CIOs but having devs use the product? 
• What have been Eugenio’s biggest lessons in what it takes to make a freemium product successful? How does one know how much of the secret sauce to giveaway? How does Eugenio approach pricing today through 4 different variables? How does Eugenio adopt a variable pricing mechanism that does not discourage usage?     

Eugenio’s 60 Second SaaStr:

1. Quality or quantity of logos in the early days?
2. What does Eugenio know now that he wishes he had known at the beginning of his time at Auth0?
3. What is the hardest element of his role today as CEO? What is he doing to really upscale there? 

Read the transcript on our blog.

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Jason Lemkin

Harry Stebbings

SaaStr

Eugenio Pace