How Netdata Eliminated Sales and Marketing to Reach 10,000 Daily Signups

How Netdata Eliminated Sales and Marketing to Reach 10,000 Daily Signups

Your competitor just announced a $50M Series B to “fuel growth”—code for burning millions on enterprise sales reps and ABM campaigns. Meanwhile, Netdata attracts 10,000 new users daily without spending a dollar on sales or marketing.

In a recent episode of Category Visionaries, Costa Tsaousis, CEO and Founder of Netdata, revealed how they built a go-to-market engine that treats traditional sales and marketing budgets as unnecessary expense.

The Zero-Budget Hypothesis

Most B2B founders accept that growth requires sales and marketing investment. Costa questioned this entirely.

His insight came from being the frustrated customer. “I spent a couple of million in monitoring just to figure out what is happening and what is wrong,” he explains. After testing nearly every solution, he realized the tools themselves were the problem—specifically, the massive time investment they required.

Traditional monitoring GTM: hire sales engineers for implementation, create extensive documentation, offer professional services, charge premium prices to cover costs. Netdata inverted it: eliminate implementation, remove the need for sales assistance, let the product drive adoption.

Setup Time as the Hidden GTM Tax

Every hour your product requires for setup is a hidden tax on distribution. Week-long setup needs sales engineers. Day-long setup needs documentation. Minute-long setup generates word-of-mouth.

Costa identified the real barrier: “The problem with monitoring is that you really have to spend a tremendous amount of time and you need serious skills to understand, to set up a monitoring system and start using it.”

His deeper question: why does every company repeat identical work? “All of the companies across the world have to go through the same process. We all use packets, applications, we use a database server or multiple database servers, web servers.”

If infrastructure is 95% standardized, configuration shouldn’t exist. The tool should automatically know how to monitor standard components.

Building Configuration Out of the Product

Netdata’s architectural decision: auto-detect and auto-configure everything. “Once you build a thing and you know, this starts up and starts collecting stuff by itself, you don’t do anything,” Costa explains. “It finds a database server, it connects to, it starts connecting stuff from the database, it finds these containers, network interfaces, whatever it is there.”

No configuration means no implementation assistance. No implementation assistance means no sales engineers. No sales engineers means no premium pricing to cover their salaries.

But complete automation required solving harder problems. “Let the application know all the metrics, all the dashboards, all the alarms that need to be used here, and let it automatically start them up,” Costa says.

This is why competitors can’t copy it. True automation requires encoding deep domain expertise. It’s an architectural decision that touches everything.

The Installation-to-Value Gap

Traditional B2B software has a wide gap between installation and value. Install, configure, integrate, train, then finally get value. Each step creates friction and reduces word-of-mouth.

Netdata compressed this to near-zero. “The moment you install it, you have a comprehensive monitoring solution. You did nothing actually to get it,” Costa explains.

Install Netdata and it immediately monitors everything. No configuration files. No metrics to define. No dashboards to build. The completeness often exceeds manual builds.

When installation-to-value time approaches zero, the product becomes viral. Engineers install it, realize it monitors everything, and tell colleagues. Those colleagues tell other companies. No sales team required.

Fortune 500 Validation Without Enterprise Sales

Can you land Fortune 500 customers without enterprise sales? Netdata does routinely.

“Today we have many Fortune 500 companies that they stop. They shut down the monitoring systems that they have developed themselves using, of course, open source tools or proprietary tools or whatever, in order to use the data,” Costa notes.

Why abandon years of investment? “They find that the completeness of the data is such that they can never do it by themselves. They don’t have the skills, the time, the effort.”

When your product packages unreplicable domain expertise, enterprise sales becomes pull, not push. Teams try it, realize it surpasses custom solutions, and advocate internally. No cold outreach. No lengthy sales cycles.

The Distribution Architecture Advantage

Product-led growth requires removing friction everywhere—including infrastructure. Traditional monitoring creates bottlenecks: centralized data requires ever-larger servers. This creates sales objections: “What happens at scale?”

Netdata’s distributed architecture eliminates this preemptively. “You install as many data agents as you need out there on all your servers,” Costa explains. Agents connect to form “a massive distributed database that is spread all over the infrastructure.”

The result: “You can scale to infinity, and still you don’t need to scale up the servers by bigger servers and the likes just for monitoring.”

No bottleneck means no infrastructure discussion. Startups and Fortune 500s face identical friction: none. This architectural decision is a GTM decision—it removed a common objection entirely.

The Metrics of Zero-Budget Growth

The results validate the model: 66,000 GitHub stars, leading the CNCF observability category. Daily: 5,000-10,000 new user signups, 250,000 Docker Hub downloads, 150-200 business signups, 2,000 new nodes added.

When 10,000 people sign up daily without seeing an ad or talking to a sales rep, your product is doing the distribution work.

The Competitive Moat

Costa frames Netdata’s position: “We are racing against ourselves, we’re not racing against someone else, because the product is so unique.”

True product-led growth creates compounding advantages. Each day of automated configuration widens the gap. Each auto-configuring feature raises the completeness bar. Each architectural innovation increases the distance.

The market remains “thirsty.” Even Fortune 500 companies “need solutions, they need tools.” When your GTM eliminates sales and marketing costs while accelerating adoption, you compete on product velocity. And velocity compounds.

The Principle Behind the Tactic

Zero-budget GTM isn’t about being cheap—it’s about identifying which setup friction is artificial and eliminating it systematically. Most B2B products could reduce setup timeф 10x by encoding domain knowledge into automation. They don’t because it requires harder technical problems and longer initial development.

But solving those harder problems creates an insurmountable moat. Sales teams can be hired. Marketing budgets can be increased. Fundamental product architecture that eliminates setup time? That requires years of engineering investment that compounds with every release.

Costa’s lesson for technical founders: the money you don’t spend on sales and marketing can be invested in product automation that makes sales and marketing unnecessary. That’s not a cost saving—it’s a strategic advantage that competitors can’t buy their way out of.