The DevGTM Craft

How Unstructured.io Converts OSS Signals Into Real Pipeline

Inside Unstructured.io’s Developer GTM Engine with Orlando Nieves, Revenue Operations LeadIn this episode of the DevGTM Craft, we sit down with Orlando Nieves, Head of Revenue Operations at Unstructured.io. Orlando breaks down their entire GTM motion—from tracking developer intent signals to converting open source usage into high-ticket enterprise contracts.We unpack how Unstructured.io avoids the infamous “rat’s nest” of in-house data processing, the role of custom dashboards in outbound, and how AI helps them strike at exactly the right time in the developer journey.🔔 Don’t forget to like, subscribe, and hit the bell icon for more GTM deep dives from the developer world.CHAPTERS00:00 - Intro00:39 - What Unstructured.io does01:11 - ETL+The and the "rats' nest” problem03:30 - Orlando's background and transition to RevOps04:50 - Orlando's favourite part about RevOps - actionable intelligence05:45 - Inside Unstructured’s GTM tech stack07:38 - Tracking developer intent with Reo.dev09:35 - The art of timing: when to reach out13:31 - Industries and use-cases15:11 - Powering outbound motions with intent signals data20:49 - 70%+ Fortune 1000 use unstructured's open-source23:35 - ELI5: Using cookies for A/B Testing :)26:41 - Closing thoughts on Developer GTM🎙️ Subscribe to catch future episodes of DevGTM Craft and go deep into the smartest GTM strategies in developer GTM