“This is the decade for data and developers, the one we are in. The prior decade was cloud and SaaS, and the one before that was software-defined everything.”
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More from Milin Desai
Insight
Desai: Product managers must reject bespoke features, even for $10M deals
“The art of saying no is the best thing a product manager can do to actually eventually win in a product, right? Because you, typically have like one company. You're basically jamming their features. Oh, I'm paying you ten million dollars. You've got to do this…”
Milin DesaiMay 16, 2024▶ 40:57Lessons from Sentry on scaling DevTools and finding product market fit (again) | Milin Desai (CEO)
Insight
Desai: DevTools companies cannot succeed by packaging mediocre products
“Means if you take a VMware or any other enterprise company, they package it up. It's all good enough. We'll be number two, number three. Distribution, ELAs, life is good whether it gets used or not. Can't afford to do that. If you are in the developer land, I …”
Milin DesaiMay 16, 2024▶ 51:36Lessons from Sentry on scaling DevTools and finding product market fit (again) | Milin Desai (CEO)
Insight
Desai: You cannot sell to developers, only show up the right way
“You don't sell to developers. You know what I mean? Like there's no selling to developers. You have to just show up in the right way.”
Milin DesaiMay 16, 2024▶ 9:03Lessons from Sentry on scaling DevTools and finding product market fit (again) | Milin Desai (CEO)
Insight
Desai: Software leaders should focus on packaging rather than pricing
“Pricing and packaging is a art. You don't delegate that to an external agency, but you've got to have a sense of intuition of what the market bears, what the customer's thinking and doing the research. That's my one recommendation is think deeply about packagi…”
Milin DesaiMay 16, 2024▶ 38:32Lessons from Sentry on scaling DevTools and finding product market fit (again) | Milin Desai (CEO)
Insight
Desai: External CEOs must preserve founder intensity for long-lasting success
“I'm a big proponent that even as companies transition out, and I know some of the founders get tired, but how do you preserve their first principle thinking, the value thinking, the intensity of how they thought about the first product and where it could go? I…”
Milin DesaiMay 16, 2024▶ 7:46Lessons from Sentry on scaling DevTools and finding product market fit (again) | Milin Desai (CEO)
Insight
Desai: Software packaging works best when the lowest tier delivers strong value
“So this general idea of, can your lowest package deliver the best value, right, at the right price point? And then you layer in additional functionality to create like a three tier package, which now everybody talks about, Hey, you offer small, medium, large, …”
Milin DesaiMay 16, 2024▶ 11:00Lessons from Sentry on scaling DevTools and finding product market fit (again) | Milin Desai (CEO)
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