Harish Abbott: Software built on CEO perception rather than operator reality fails to adopt
Harish Abbott · He made 2 key changes —then grew to $100M ARR in 2 years & exited for $2B. | Harish Abbott, Found... · PMF Show · Nov 6, 2025 · at 45:29
Harish Abbott, founder of Deliverr and Augment, explains why enterprise founders must shadow frontline operators rather than relying purely on executive buyer feedback.
0:00 / 0:19exact quote · 19.1s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“Sometimes there's a disconnect between what the operators are doing and what the CEOs think they're doing. And if you build software for what the CEOs say they're doing, they want, it won't get adopted. It just won't get adopted. You know, you might get a contract, but you won't get adopted. So next year, well, you won't get the renewal.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Harish Abbott
Abbott: Certain businesses require 'product-price-market fit' rather than just product-market fit
“In certain businesses, it's not product market fit. It's product price market fit, right? Your product could be fitting, but the way you price it may not create the fit. And so you have to deeply think about, am I pricing it to really enhance my product market…”
Abbott: New software systems fail in logistics due to extreme fragmentation
“So far, the attempts have been, hey, there's a problem, it's well recognized, logistics is highly fragmented, It runs on emails, phone calls, and text. We're going to solve it. But the way we were going to solve it is we're going to build a new system. And bec…”
Abbott: Amazon sales increased every single time delivery speeds were accelerated
“I mean, because I saw that power in Amazon and Amazon, every time we dial the speed down, our sales went up. There was never a time when we dialed our speeds down to say like, oh, could we do three day versus two and a half day versus two days versus one day. …”
Abbott: Deliver's flat pricing and Walmart badging boosted merchant sales 2x-3x
“And we did that, and suddenly most of merchant sales was like two X, three X, because the delivery promise was there. Plus, the pricing was flat. The moment these two things happened, I mean, I'm kidding, you know, we went from trying to find the next merchant…”
Abbott: Matching Amazon Prime requires pooling inventory across thousands of merchants
“The only way is you have to pool thousands of merchants of inventory To then be able to forward deploy it and distribute it and offer every single one of them a service comparable to what Amazon offers, right?”
Abbott: Deliver partnered with Walmart to offer FBA-equivalent fulfillment to merchants
“We did these two things, and then we did a little partnership with Walmart where we said, hey, we have fixed pricing. Your merchants at that time did not have FBA-like equivalent where Amazon guys have FBA. You can use Deliver for Walmart merchants to sell on …”