Harness

“And every year we are launching three. So you start layering the waterfall of that. We are growing well now. Actually our business growth has accelerated, which at a certain size the growth starts coming down. Part of it is that compounding that comes from tha…”

“The rule that, that I like to follow is like, we are not launching a new product until we have, these are the table stake parity capabilities. And these are the binary differentiator that we have at least one strong binary differentiator. Maybe it's two, but a…”

“About actually half of our startup founders are former founders.”

“I'll tell you that the number one thing that they do extremely well is recruiting. And it sounds like, you know, you're talking about sales. Why is recruiting the Number one thing. And all I've found is that eventually the sales scaling comes down to ability t…”

“And we have You know, 16 startups inside harness now, and they're all of these different stages.”

“We are at 8020 right now. I would actually like it to become 7030.”

“I probably spend, like, One to two percent of my time managing the board in Harness or maybe not even that. In AppDynamics, I had like a kind of a broken board dynamic that I had to spend like. 25% of time, my time managing the board and the shielding our team…”

“But we create a model that we don't bundle things. So each of these modules are sold on their own to create accountability. They will never be best of breed in them. If we don't have accountability to the customer, the minute we bundle it, then you can have li…”

“Actually at harness, I initially didn't hire until the first million, I didn't hire out of sales. And I said, okay, I'll just hire a few reps. I know how to manage them.”

“Like to me, it's like a scale sales organization is when you're not talking about deals. You're talking about capacity.”

“Whenever we acquire a small company, we rewrite the code completely in six months to on our platform. So the, all the old code goes away on our platform.”

“In Harness, we run a very structured sales process where we will create a assessment before we sell, which is, this is the value you're going to get.”