1 min lesson
Developers are the hardest and most important persona
Compare two rows from "Developers are the hardest and most important persona", then say when each one fits.
Step 1 of 2
- Persona
- CTO / VP Eng
- Their yardstick
- Org velocity and ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition.
- The value narrative they need
- Usage telemetry tied to cycle-time and delivery outcomes
- Persona
- Platform / dev-ex lead
- Their yardstick
- Smooth, standardized rollout
- The value narrative they need
- A repeatable enablement playbook and clean admin config
- Persona
- Senior developer
- Their yardstick
- Does it make my work faster
- The value narrative they need
- Concrete workflow wins - agent on a real task, Tab in their stack
- Persona
- Security / procurement
- Their yardstick
- Risk and compliance
- The value narrative they need
- Privacy mode, retention controls, SOC 2, SSOSingle Sign-On. One company login (usually via SAML or OIDC) instead of a separate password per tool. Press Enter for the full definition./SAMLSecurity Assertion Markup Language. The XML-era enterprise standard that powers single sign-on: your identity provider vouches for you to each app. Older than OIDC but still what many enterprise tools speak. Press Enter for the full definition. answers
| Persona | Their yardstick | The value narrative they need |
|---|---|---|
| CTO / VP Eng | Org velocity and ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. | Usage telemetry tied to cycle-time and delivery outcomes |
| Platform / dev-ex lead | Smooth, standardized rollout | A repeatable enablement playbook and clean admin config |
| Senior developer | Does it make my work faster | Concrete workflow wins - agent on a real task, Tab in their stack |
| Security / procurement | Risk and compliance | Privacy mode, retention controls, SOC 2, SSOSingle Sign-On. One company login (usually via SAML or OIDC) instead of a separate password per tool. Press Enter for the full definition./SAMLSecurity Assertion Markup Language. The XML-era enterprise standard that powers single sign-on: your identity provider vouches for you to each app. Older than OIDC but still what many enterprise tools speak. Press Enter for the full definition. answers |
Panels will probe whether you can switch registers. A clean signal: "With the CTO I open on org velocity and the renewal case. With a senior IC I skip the slides and run the agent on a snippet of their real code." Naming the register switch explicitly shows you understand that adoption is won bottom-up and funded top-down.
Developers are the hardest and most important persona. They are skeptical of AI by default, they have strong tooling opinions and they decide adoption with their feet. You don't win them with executive ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. charts. You win them by making a real task faster in their own repo, in front of them.