Bansal: AppDynamics told each department to operate as if others were failing
Jyoti Bansal · 20VC: AppDynamic's Jyoti Bansal on The Sale vs IPO Process with AppDynamics' $3.7Bn Exit & The 3 Simple Things VCs Look For When Investing In Startups · Dec 8, 2017 · at 9:39
Jyoti Bansal, founder of AppDynamics, describes a management strategy he used to drive operational excellence across product, sales, and customer support.
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“At AppDynamics, you know, it was a bit controversial, but I, what I used to tell the teams was like, I would go to the product team. And I'll tell the product team that you've got to assume that our sales team is, is not going to, there will be times when they're not going to perform well at all. That our customer support, you know, is not going to support our customers well at all. That we have to be able to make a product as a competitive inside advantage of its own, that we can win just on the strength of the product. But then I would go to the sales team, and I would tell them exactly the same thing, that there would be times when our product is not doing well at all. There are issues with the product or whatnot. Our customer support team is not supporting our customers well. We got to make our sales execution as a competitive advantage on its own, even when the product and support are not doing well. And I would then go to the support team and do the same thing.”
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