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GTM Is You - Victoria Melnikova, Evil Martians

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AI Engineer· published 2026-07-07· 0:12:35· en-US· indexed 2026-08-11 04:45

Open on YouTube

Scene timeline

  1. Shot 0, 0:00 to 0:29, 1 of 1 keyframes kept
  2. Shot 1, 0:29 to 0:59, 1 of 1 keyframes kept
  3. Shot 2, 0:59 to 1:29, 1 of 1 keyframes kept
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  11. Shot 10, 3:28 to 4:03, 1 of 1 keyframes kept
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  13. Shot 12, 4:37 to 5:11, 1 of 1 keyframes kept
  14. Shot 13, 5:11 to 5:13, 1 of 1 keyframes kept
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  18. Shot 17, 5:32 to 5:51, 1 of 1 keyframes kept
  19. Shot 18, 5:51 to 6:26, 1 of 1 keyframes kept
  20. Shot 19, 6:26 to 6:28, 1 of 1 keyframes kept
  21. Shot 20, 6:28 to 7:11, 1 of 1 keyframes kept
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  26. Shot 25, 8:36 to 9:00, 1 of 1 keyframes kept
  27. Shot 26, 9:00 to 9:20, 1 of 1 keyframes kept
  28. Shot 27, 9:20 to 9:21, 1 of 1 keyframes kept
  29. Shot 28, 9:21 to 9:26, 1 of 1 keyframes kept
  30. Shot 29, 9:26 to 9:47, 1 of 1 keyframes kept
  31. Shot 30, 9:47 to 10:19, 1 of 1 keyframes kept
  32. Shot 31, 10:19 to 10:50, 0 of 1 keyframes kept
  33. Shot 32, 10:50 to 11:21, 1 of 1 keyframes kept
  34. Shot 33, 11:21 to 11:24, 1 of 1 keyframes kept
  35. Shot 34, 11:24 to 11:38, 1 of 1 keyframes kept
  36. Shot 35, 11:38 to 11:45, 1 of 1 keyframes kept
  37. Shot 36, 11:45 to 12:06, 1 of 1 keyframes kept
  38. Shot 37, 12:06 to 12:34, 1 of 1 keyframes kept

38 shot(s).

keyframes kept every frame deduplicated

What was stored

cues
161
whisperx 161
chunks
23
from 161 cues
keyframes
37
kept of 38 captured
frames with text
35
218 lines read
chapters
0
from the source metadata
keyframe bytes
2.9 MB
word timings on 161 cues

Provenance

Each pipeline stage, its state and the model that produced it
stage state model started took
fetch done — 2026-08-11 04:43 1m 12s
stt done — 2026-08-11 04:44 13s
chunk done — 2026-08-11 04:44 0s
text_embed done — 2026-08-11 04:44 1s
keyframe done — 2026-08-11 04:44 42s
ocr done — 2026-08-11 04:45 9s
frame_embed done — 2026-08-11 04:45 6s

Frames, and what the machine read

  • 0:20 #0 done2 line(s)

    shot 0·sharpness 344.3

    1. in Francisco0.97
    2. lide0.97

  • 0:56 #1 done2 line(s)

    shot 1·sharpness 348.1

    1. in Francisco0.96
    2. lide0.97

  • 1:23 #2 done2 line(s)

    shot 2·sharpness 365.1

    1. in Francisco0.98
    2. lide0.97

  • 1:56 #3 done2 line(s)

    shot 3·sharpness 371.3

    1. in Francisco0.96
    2. lide0.96

  • 2:03 #4 done4 line(s)

    shot 4·sharpness 382.5

    1. AI Engineer World's Fair 20260.98
    2. GTMis you0.96
    3. Victoria Melnikova0.99
    4. Head of New Business at Evil Martians & Dev Propulsion Labs host0.98

  • 2:16 #5 done4 line(s)

    shot 5·sharpness 897.9

    1. The PMF compass1.00
    2. We analyzed 37 successful1.00
    3. devtools: Cursor, Vercel,1.00
    4. Supabase, Linear and others1.00

  • 2:36 #6 done17 line(s)

    shot 6·sharpness 687.8

    1. Signal > Revenue0.97
    2. Signal ≈ Revenue0.96
    3. Revenue > Signal1.00
    4. Product is ahead, revenue to0.99
    5. Balanced growth1.00
    6. Growing fast, product quality1.00
    7. pick up1.00
    8. lagging1.00
    9. FOCUS1.00
    10. FOCUS1.00
    11. FOCUS1.00
    12. GTM acceleration, not more1.00
    13. Continue current strategy1.00
    14. Improve retention and1.00
    15. features1.00
    16. activation before more growth1.00
    17. Source: Evil Martians PMF Compass1.00

  • 2:44 #7 done3 line(s)

    shot 7·sharpness 636.4

    1. For early-stage devtools1.00
    2. 9 out of10 startups1.00
    3. Signal > Revenue0.95

  • 3:13 #8 done4 line(s)

    shot 8·sharpness 704.0

    1. It's noisy1.00
    2. Annoying AI-powered outreach1.00
    3. Feeds are overflowing with AI content0.99
    4. It's hard to cut through the noise.1.00

  • 3:24 #9 done3 line(s)

    shot 9·sharpness 749.5

    1. Let's crack GTM by1.00
    2. learning from the best1.00
    3. devtool founders1.00

  • 3:58 #10 done4 line(s)

    shot 10·sharpness 1092.0

    1. Basic GTM hygiene1.00
    2. 1. Crystallize your value proposition1.00
    3. 2. Validate value prop with paying customers1.00
    4. 3. Understand your shelf space1.00

  • 4:29 #11 done7 line(s)

    shot 11·sharpness 1818.5

    1. Basic GTM hygiene1.00
    2. 1. Crystallize your value proposition1.00
    3. 2. Validate value prop with paying customers1.00
    4. 3. Understand your shelf space1.00
    5. 4. Become authority on the problem0.99
    6. 5. Friend your friends, know your foes1.00
    7. 6. Distribute early0.98

  • 5:07 #12 done5 line(s)

    shot 12·sharpness 826.3

    1. Come to SF0.99
    2. Meet your clients and0.99
    3. friends in person1.00
    4. Twice as much,0.98
    5. twice as fast0.99

  • 5:12 #13 done7 line(s)

    shot 13·sharpness 657.5

    1. DEV1.00
    2. databa0.95
    3. PROPULSION1.00
    4. WE1.00
    5. LABS1.00
    6. STAYED1.00
    7. SAM LAMBERT CEO, PLANETSCALE0.99

  • 5:15 #14 done5 line(s)

    shot 14·sharpness 813.7

    1. Sam Lambert, CEO of PlanetScale: databases that never go down | Evil Martians0.99
    2. Evil Martians0.99
    3. 40.96
    4. More videos1.00
    5. YouTube1.00

  • 5:26 #15 done6 line(s)

    shot 15·sharpness 844.9

    1. Sam Lambert, CEO of PlanetScale: databases that never go down | Evil Martians0.99
    2. Evil Martians0.99
    3. 40.89
    4. ISAIN0.94
    5. More videos1.00
    6. YouTube1.00

  • 5:31 #16 done7 line(s)

    shot 16·sharpness 638.6

    1. DEV1.00
    2. PROPULSION1.00
    3. GO1.00
    4. LABS1.00
    5. GET1.00
    6. AJOB1.00
    7. DAVID CRAMER FOUNDER, SENTRY0.98

  • 5:36 #17 done4 line(s)

    shot 17·sharpness 940.9

    1. David Cramer, founder of Sentry: building for the Fortune 500,000 | Evil Martians1.00
    2. Evil Martians0.99
    3. More videos1.00
    4. YouTube1.00

  • 6:19 #18 done4 line(s)

    shot 18·sharpness 639.3

    1. Advertise in SF0.97
    2. Signalling1.00
    3. Earning mindshare1.00
    4. hire Evil Martians!0.99

  • 6:27 #19 done9 line(s)

    shot 19·sharpness 945.0

    1. oo0.86
    2. DEV1.00
    3. PROPULSION1.00
    4. INVC LAND,0.98
    5. LABS1.00
    6. BEING PROFITABLE0.98
    7. IS CONSIDERED0.99
    8. AFAILURE0.94
    9. JASON BOSCO CEO & CO-FOUNDER, TYPESENSE1.00

  • 6:33 #20 empty

    shot 20·sharpness 154.9

  • 7:37 #21 done3 line(s)

    shot 21·sharpness 949.3

    1. Do events in SF1.00
    2. How to build the future0.98
    3. inluty0.64

  • 7:56 #22 done7 line(s)

    shot 22·sharpness 696.5

    1. DEV1.00
    2. PROPULSION1.00
    3. LABS1.00
    4. WEJUST1.00
    5. DO1.00
    6. WORK0.99
    7. PAUL COPPLESTONE FOUNDER & CEO, SUPABASE1.00

  • 8:03 #23 done5 line(s)

    shot 23·sharpness 859.1

    1. Supabase CEO Paul Copplestone: scaling to 5M developers with no meetings | Ev0.98
    2. Evil Martians0.99
    3. 40.97
    4. More videos1.00
    5. YouTube1.00

Transcript

161 cues· 1,930 words· 10,401 chars

  1. 0:00 Picture this.
  2. 0:02 It's a warm summer night in San Francisco.
  3. 0:06 We are at the new PlanetScale office downtown, right off Market Street.
  4. 0:11 Sam Lambert, the CEO, is there.
  5. 0:13 He's in a great mood.
  6. 0:14 New office, room full of cool people.
  7. 0:18 He has a drink in hand.
  8. 0:19 You get the idea.
  9. 0:20 I'm talking to Sam about how PlanetScale gets customers.
  10. 0:25 And Sam says something I wasn't expecting.
  11. 0:28 He says,
  12. 0:30 I just love Twitter.
  13. 0:32 You would be shocked if I told you how many customers we get from my own account.
  14. 0:38 I work with about 50 startups every year, and I know just how much founders hate this part of the job.
  15. 0:45 So I ask, don't you ever get tired of it?
  16. 0:49 You can't delegate it, you know?
  17. 0:51 It has to be you.
  18. 0:54 Sam smiles and says, I would never give it up.
  19. 0:57 It's my literal favorite thing to do.
  20. 1:00 That conversation has been rattling in my head for days.
  21. 1:03 I think Sam just mentioned the most underrated competitive advantage in startups in 2026.
  22. 1:11 It's not your model.
  23. 1:13 It's not your team.
  24. 1:15 It's not your funding.
  25. 1:17 It's you.
  26. 1:19 Quick context on why I'm telling you this.
  27. 1:22 I'm Victoria Melnikova and I run a new business at Evil Martians.
  28. 1:26 We're a consultancy for developer tools.
  29. 1:30 We have a blog that has half a million technical readers every year and I run a podcast about the business of developer tools called Dev Propulsion Labs.
  30. 1:39 My job is to figure out the business of developer tools.
  31. 1:44 Building software has never been easier, which means that the bottleneck has moved.
  32. 1:48 Now the bottleneck is the distribution.
  33. 1:51 And today I want to talk to you about what works as go to market for developer tools in 2026.
  34. 2:00 I say that go-to-market is you.
  35. 2:03 Well, your personal brand.
  36. 2:04 And I actually have evidence to back that up.
  37. 2:07 At Evil Martians, we developed Product Market Fit Compass.
  38. 2:10 It's this framework that tells us exactly what needs to be done for a DevTool company to achieve product market fit.
  39. 2:17 It's a mathematical formula.
  40. 2:18 We analyzed 37 successful dev tools and derived a graph.
  41. 2:23 Basically, it consists of two axes, product signal and revenue.
  42. 2:28 If product signal is stronger than revenue, we need to work on distribution.
  43. 2:32 If revenue is stronger than the signal, we need to work on the product.
  44. 2:36 If signal and revenue are the same, we just go forward full speed.
  45. 2:41 We work with early stage developer tool startups and nine out of ten times product signal is actually stronger than revenue.
  46. 2:50 Why, you ask me?
  47. 2:51 Well, technical founders really hate marketing, so distribution is something that we need to fix.
  48. 2:58 And the truth is, in 2026, distribution is really, really hard.
  49. 3:03 AI made our inboxes and feeds unbearable.
  50. 3:06 There is so much annoying outreach and generated slop that it's really hard to tell the real deal.

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