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Jyoti Bansal

12 statements across 1 episodes · 2 bullish · 0 bearish · 1 people on the record · first statement Feb 26, 2019 by Jyoti Bansal · across every show →

On the record as a speaker too: Jyoti Bansal's record, appearances and statements → this page counts the times other people say the name.

Everything said about Jyoti Bansal, oldest first

Feb 26, 2019
Insight
Bansal: New enterprise products have three sales phases based on customer count milestones
“The sales learning covers three phases. One is the, my first 25 customers for the product. 25 to, that's like phase one, which is very, very, almost the founders are selling. Yes, there's the 25 to a hundred customers, and then there's a hundred, after a hundr…”
Jyoti Bansal Feb 26, 2019 ▶ 27:16 a16z Podcast | Product-Market SALES Fit (What Comes First?)
Feb 26, 2019
Insight
Bansal: Allocate two-thirds of engineering to current TAM, one-third to expanding TAM
“Two-thirds of our engineering investment should go with our existing TAM. And the one-third of our engineering investment, we should keep putting on expanding our TAM always.”
Jyoti Bansal Feb 26, 2019 ▶ 21:44 a16z Podcast | Product-Market SALES Fit (What Comes First?)
Feb 26, 2019
Insight
Bansal: Multi-product expansion should wait until reaching $75M ARR
“Then, seventy-five million plus is when this, how do you build our product number two and product number three and product number four starts.”
Jyoti Bansal Feb 26, 2019 ▶ 50:04 a16z Podcast | Product-Market SALES Fit (What Comes First?)
Feb 26, 2019
Disclosure
Bansal: AppDynamics offered zero professional services for its first four years
“Actually for the first four years, we had zero services.”
Jyoti Bansal Feb 26, 2019 ▶ 16:48 a16z Podcast | Product-Market SALES Fit (What Comes First?)
Feb 26, 2019 positive
Insight
Bansal: Startup challenges pivot entirely to sales after product-market fit
“Now the challenges completely change after you have your initial product market fit. They become all about sales and learning sales and scaling sales and, you know, it's almost like the companies go through the journey, right?”
Jyoti Bansal Feb 26, 2019 ▶ 3:00 a16z Podcast | Product-Market SALES Fit (What Comes First?)
Feb 26, 2019
Insight
Bansal: Enterprise pricing models must be explainable in half a sentence
“The rule that I've used for pricing is, can your salespeople describe it simply? Like if a customer is going, going to ask you a simple question, so how, how do you price your product? And if you can't describe it in half a sentence, That's a, you have too com…”
Jyoti Bansal Feb 26, 2019 ▶ 35:36 a16z Podcast | Product-Market SALES Fit (What Comes First?)
Feb 26, 2019
Assertion Not checkable as stated
Bansal: AppDynamics needed 40% revenue from adjacent products for $1B target
“When we did that math and this is again a rough math, like you never know that if we want to get to a billion dollars of revenue from a hundred million in like seven years, let's say, or six years, our plan was, we need to have like at least 40% of our revenue…”
Jyoti Bansal Feb 26, 2019 ▶ 32:43 a16z Podcast | Product-Market SALES Fit (What Comes First?)
Feb 26, 2019
Insight
Bansal: PMF requires understanding the customer's exact business case
“Unless you know, understand the business case, you don't really have a product market fit, you know, it's a, because that's what you have to engineer your product around.”
Jyoti Bansal Feb 26, 2019 ▶ 42:00 a16z Podcast | Product-Market SALES Fit (What Comes First?)
Feb 26, 2019 positive
Insight
Bansal: Ask enterprise customers how they will justify purchases internally
“One of the questions that we always ask, like, you know, my favorite question to ask to any customer was, how would you make the business case to your boss to buy this?”
Jyoti Bansal Feb 26, 2019 ▶ 12:22 a16z Podcast | Product-Market SALES Fit (What Comes First?)
Feb 26, 2019
Assertion Supported
Bansal: AppDynamics always priced higher than its cheaper competitor
“Yes, because we can't, like, if our product is superior, we are, the customer is getting superior value. Either we are lying about it, or we are misguided about it, or whatever, that we believe it is, but it's not. Or we are not articulating the superior value…”
Jyoti Bansal Feb 26, 2019 ▶ 44:24 a16z Podcast | Product-Market SALES Fit (What Comes First?)
Feb 26, 2019
Disclosure
Bansal: All product managers at AppDynamics had engineering backgrounds
“So at AppDynamics, the product was technical. Our users were engineers in, in many ways. So our, all our product managers had an engineering background.”
Jyoti Bansal Feb 26, 2019 ▶ 46:38 a16z Podcast | Product-Market SALES Fit (What Comes First?)
Feb 26, 2019
Insight
Bansal: Enterprise founders should price products higher than they initially think
“I argue to most Founders is that they should price more than you think you should.”
Jyoti Bansal Feb 26, 2019 ▶ 37:07 a16z Podcast | Product-Market SALES Fit (What Comes First?)
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