Jyoti Bansal
@jyotibansalsf
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Technology Entrepreneur. Founder @harnessio , @traceableai , @unusual_vc , @appdynamics and BIG Labs
San Francisco
Joined March 2011
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Is anyone interested in talking about DevOps with me? I’ll be on the road in September as part of {unscripted}, our modern software delivery conference!
This year, we’re doing things a little differently.
We’ll be hitting up San Jose, Chicago, Atlanta, Dallas, NYC and London
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Has your team mastered the “no-look pass?” It’s one of the keys to building a great team shared by
@DataStax
Chairman and CEO
@chetkapoor
in my latest CEO Rapidfire.
Read it here:
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Everyone needs to care about API security.
Very excited to share my latest article in
@forbes
, breaking down why all businesses have to get a handle on this cybersecurity threat.
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Companies throw away $180 billion each year on this expense.👇
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Founders can’t scale their business without accepting this reality 👇
You might have the best product in the world, but it’ll still fail if you don’t have an effective sales strategy.
For product-led founders, here’s how to build a sales machine:
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The current economy is forcing companies to trim expenses. One expense that’s overlooked? Developer inefficiency.
I wrote an article for
@Forbes
sharing 5 ways companies can get smart about developer costs.
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I often get asked what I look for as an investor, so I thought I’d share some of the factors I consider during the very early stages of talking to founders: ⬇️
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Software teams, you need to get ahead of this problem:
As AI makes coding easier and faster, testing is becoming the new bottleneck — erasing productivity gains.
Here’s how companies can adapt:
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What’s the
#1
DX (developer experience) trend you expect to see this year?
My first newsletter of 2024 shares 5 trends we can’t ignore — and yes, AI is one of them but there’s still a lot more to talk about:
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There’s a reason only half of startups make it to the 5 year mark. To build a company that lasts, you need to get 3 elements right — product, GTM and operations. — it’s no piece of cake. But there’s a catch.
My 3-layer cake concept:
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My next CEO Rapidfire guest,
@getsentry
’s
@virtualmilin
, knows that “fake it till you make it” is advice you *shouldn’t* take too literally.
Check out Milin Desai’s thoughts on the power of believing in your people, lurking on Slack and unseating giants:
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For startups, the only choices are to innovate or die.
But how do leaders cultivate and sustain that vital creative energy as their startup scales and the metrics shift from survival to success and sustainability?
My framework:
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Your biggest cybersecurity risk is buried deep within your code.
Here’s why API security matters and what every company should do to protect their customers’ valuable data and trust.
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My next CEO Rapidfire guest knows that customer retention, above all else, is key to success.
Read more about Kedar’s thoughts on taking advice with a grain of salt, the power of learning from customers and more:
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Far too many
#startups
make this mistake. 👇
They price too low.
This doesn’t mean you should overcharge. It means you should charge for the value you create.
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If you're a founder, you've got to learn to cold call. Period.
Cold outreaches — not friendly conversations — are the best way to validate early assumptions during the customer discovery process.
As a founder, it's easy to fall into the trap of talking to people you know —
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IT Prediction for 2023: Companies will seek out ways to dramatically reduce cloud costs. This might sound boring, but the impact is huge.
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Greencard wait for a PhD engineer born in India: 10 years, but for a BS engineer born elsewhere: 6 months. Arcane rules of birth-country quotas for high-skill greencards is broken! Support Fairness-for-High-Skilled-Immigrants-Act
#HR392
to fix this & create a simple FIFO process
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If you pitch to a VC, you must tell a complete story.
I was rejected by almost 30 VCs when raising money for my first company. After each rejection, I would ask for feedback. Eventually, I learned that a good story includes these components:
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Developer experience is a relatively new idea for many businesses, including household names in travel, finance, and retail.
But I’ve seen the astronomical savings companies can realize by prioritizing DX.
Explained in my latest article:
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In this edition of CEO Rapidfire, I’m excited to share thoughts from
@Hacker0x01
CEO Mårten Mickos — including the most popular entrepreneurial advice he disagrees with.
His answers to our rapid-fire questions 👇
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Entrepreneurs, what’s one truth you wish you knew about entrepreneurship before starting?
Prashanth Chandrasekar, CEO of
@stackoverflow
, had a fascinating answer to this question in my latest issue of CEO Rapidfire.
I’m excited to share his thoughts!
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Excited to announce Unusual Ventures today!! A Platform for Helping Seed-Stage Startup Founders
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My next CEO Rapidfire guest,
@clickup
’s Zeb Evans, knows that complacency is one of the biggest barriers to innovation.
Check out
@DJ_CURFEW
’s thoughts on promoting from within, optimistic problem-solving and more:
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Excited to share the latest issue of my newsletter CEO Rapidfire featuring
@eightfoldai
CEO
@ashutoshg
:
Check out what Ashu had to say about balancing optimism and paranoia, why entrepreneurship is a lifelong journey and more.
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My next CEO Rapidfire guest is one of the most customer-centric leaders I know:
@YaminiRangan
, CEO of
@Hubspot
.
Read more about Yamini’s thoughts on getting in front of bad news, the power of solving for the customer and more:
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I’ve long wanted to capture the formula to keeping a company innovative even as it scales.
I’m still working on it but based on past experiences, there are a couple principles that work for organizations of any size.
Sharing them with
@fastcompany
:
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Today in CEO RapidFire, a special Q&A edition of my newsletter where I share insights from today’s most successful leaders, I’m featuring
@jenntejada
, Chairperson and CEO of
@pagerduty
.
Excited to share Jennifer’s thoughts!
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My latest CEO Rapidfire is live.
This edition features the CEO of one of the world’s most innovative cybersecurity companies who has advice for leaders used to flying by the seat of their pants.
To learn more, keep reading:
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Since many asked me, my advice to founders: don’t worry about the investor doom headlines too much. If your company has enough cash, keep laser focus on building the business & ignore all the market noise. But..
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Stopping immigration of tech talent to the US during a downturn is a short-sighted political driven argument. I came to the US as an engineer on H-1B in 2000 during a tech recession and high unemployment. I like to think I have been a good net positive contributor to the economy
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"Make it: Valuable, Then Easy, Then Fast, Then Pretty". The mantra to build a great software product can actually be quite simple.
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“ChatGPT will replace programmers within 10 years.”
We’ve been seeing a lot of grim headlines lately but I think they’re wrong.
I shared how generative AI is making human devs more valuable than ever:
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India+China produce 60% of CS grads worldwide but arcane bureaucratic rules limit people born there to only 14% of high-skill greencards processed. Result: backlog of 10+ yrs forcing top tech talent to leave US. Support Fairness-for-High-Skilled-Immigrants-Act
#HR392
to fix this
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When someone buys from a startup, they’re taking a chance on you.
If your product/service doesn’t work out, that could result in someone missing their OKR or not making their bonus. At the end of the day, do right for the people who put their faith in you.
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Every startup will struggle with this question: what do you prioritize when it comes to the product roadmap?
Time and resources are always in high demand. I think what you decide to build comes down to these four buckets. 👇
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As a first-time founder at AppDynamics, I wish I'd had access to a clear roadmap to take me from vision to market. So
@Unusual_VC
made one that's free to everyone.
The Unusual Method can help set up both current or aspiring founders for success:
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The AppDynamics Story — The Journey Continues
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Cisco announced intent to acquire
@AppDynamics
for $3.7B today. Excited about path together, will be transformational event in enterprise IT
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Excited to launch our Unusual Field Guide, check it out! This was exactly the type of guidance that I was looking for when I was building AppDynamics. Excited to be able to share it with founders who are just starting out!
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Over time, engineers become founders, founders become investors, investors become mentors, and that's how the startup job creation cycle works. If you stop engineers coming into the US now, you will slow down company creation cycle down the line
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Someone recently asked me how entrepreneurs can best prepare for an exit. My advice is simple — don't plan for an exit. Plan for building a great business.
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No first-version of a successful software product was ever built by more than 10 engineers. Agree/disagree?
My mentor, Rajeev Motwani, who also mentored the founders of Google, used to say that the ideal size for a first-version product team is from 5-7 people. Just like in a
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Disagreements at work can be good for business — but only if you have the right company culture.
Read my thoughts featured in
@entrepreneur
breaking down 6 strategies to encouraging productive debate in the workplace:
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Excited to announce my startup studio BIG Labs today, and our first company
@Harnessio
coming out of stealth.
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If you want to operate a high-growth company, your job as CEO is to drive it fast — just don't let it get off the road. You might be tempted to slow things down out of fear that things will go out of control, but if you slow down too much, your competitors will speed past you.
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At my first startup, it took us 15 months and multiple pivots to find our PMF and ship a good v1 product. If we hadn't pivoted, we would have died.
3 mistakes we made 👇
1) Being too far ahead of the customer's current problems.
Our assumption: Everyone would be moving to
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Five years ago, we sold AppDynamics to Cisco for $3.7B. Valuations are just a milestone but it’s great and fulfilling to see Harness reaching the same $3.7B valuation today. So thankful to our wonderful team members and customers who make it possible!
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“1% of US population, Indian-Americans pay 6% of taxes: Congressman”
Interesting data point on the impact Indian Americans have on US economy.
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This is a dangerous mindset that founders need to avoid:
All you need is a good product and it will sell itself.
At the beginning, one of my biggest misconceptions as an engineer turned founder was thinking that your product is your only competitive advantage. I never stopped
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Just posted a new LinkedIn article: "Picking the right VC — A Founder's guide" by
@jyotibansalsf
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My
@unusual_vc
partner
@jvrionis
and I have pulled together our collective lessons about the fundraising process and tactics we have learned over the years as a founder and investor and compiled them into The Unusual Guide for Raising Seed and Series A:
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My new newsletter is live!
Colleagues/friends: please take a look and subscribe if you’re interested in thoughts on scaling, leading and funding high-growth startups, as well as innovations in software and beyond.
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Things I thought would be way easier when scaling my second startup to unicorn status (but was actually just as hard):
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3 qualities every successful entrepreneur shares:
1) Courage to embrace the unknowns and the uncertainties.
2) Perseverance. The ability to overcome the hard days and years.
3) Growth mindset. Mistakes are inevitable but what you can control is how you learn from them.
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..If your company does need cash, don’t worry about the market noise too much either, just go out and raise. Don’t wait for valuations to recover or try to guess when they will, capitalize your business now at the best you can. There are enough good investors out there.
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1/7 To build a world-class enterprise sales organization, you must master "the science of enterprise sales."
But how do you do that? This is one of the most frequent questions I get, and I wanted to share one concept (among many) that all startups should master 🧵:
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My first startup grew from 0 customers to a $3.7 billion acquisition. But how did we actually get our first customer?
Getting those first few customers required finding our "desperate users."
This is the approach I took to find customer
#1
:
1) Create a cold emailing
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Companies that don’t take the time to define a clear Ideal Customer Profile face serious challenges (I have the bumps & bruises from the past to prove it).
@Unusual_VC
's Guide to Defining your ICP can help set up a repeatable process for earning revenue:
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My new LinkedIn article:
"The Science of Enterprise Software Sales — My Lessons from AppDynamics"
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Any company dependent on software development should be obsessed with optimizing developers' work experience.
One thing to improve DX: make it someone's job. It could be a developer experience officer, or rotating team, but you need someone to own DX inside your company.
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Shared my views on
@WSJ
the impact of H-1B suspension and how that is going to hurt the US economy in the long term
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If you’re a startup founder, this will be useful to you.
The team at
@Unusual_VC
identified some of the best tools for entrepreneurs including
@Amplitude_HQ
,
@figma
,
@hootsuite
,
@getsentry
and more:
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"How many scientific breakthroughs and entrepreneurial marvels are being stopped before they even start, because of a flawed immigration law?"
Great educational article in Forbes shedding light on high-skilled greencard delays.
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I can’t imagine anyone keeping more than FDIC insured $250K in any bank account from now on. I expect dozens of new innovative startups over next 3-6 months to provide fully automated solutions to manage this.
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All products need differentiation from the competition. But how *exactly* do you do it?
I've talked about the importance of having a core binary differentiator before. I wouldn't even launch a product until there's a clear differentiator — this is what the whole product is
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Is there such a thing as the perfect time to start a company? My latest CEO Rapidfire guest
@sandeepjohri
, CEO at
@checkmarx
, has some unique thoughts on this.
Read more:
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Can't believe today is already 2 year anniversary of Cisco buying
@AppDynamics
. I guess time does fly fast when you are doing what you enjoy!
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If you want to build a great company, you need a great team. Here are some qualities I look for in hires during the early stages of a startup:
✅ Curiosity
✅ Fast learner (and the desire to learn)
✅ Ambition
✅ Ability to be coached
What else would you add?
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You know you got a great team when spending time with them feels like spending time with family!
#newstartup
#stealthmode
#comingsoon
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This video reminded me of 2 things:
1) So much of the startup journey is about finding ways to persevere until you reach the top (and even then, the journey doesn't end).
2) Never lose sight of your company's North Star — providing the best possible solution for your customers.
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Want better decisions, faster? Try this: The 80-15-5 Rule
My framework:
80% of decisions have a smaller impact and are reversible: You don't need to get all of these right because you can always change course. The priority here is speed. At work, make sure you build a company
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5 entrepreneurial lessons that I've carried with me throughout my career 🧵 :
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Engineering teams must develop the discipline to manage cloud costs, including understanding where the cost is, automating and optimizing accountability, and more. With the economy slowing and budgets tightening, trimming cloud costs will become a necessity.
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Why do some startups fail to grow and others see exponential growth?
Sometimes, it can seem random or a matter of luck. But to me, it comes down largely to 4 key growth constraints, which no entrepreneur can afford to ignore. 🧵
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What irrational exuberance will drive the bust in the current boom-bust cycle? 2000 was dotcoms, 2007 was subprime real estate. Is 2018/19 going to be crypto? Subprime securitization market was $1.5T before bust in 2007, cryptocurrency marketcap now at $700B, $1.5T not too far!
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Chai in SF with Kailash Satyarthi, Nobel Peace prize winner 2014. What a visionary! Bringing systems thinking to global child development
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I always get asked about my mentors. The truth: I’ve never had one… and I don’t think I’m alone.
But early on, I developed a strategy that works better than a mentor. I call it my Rule of 10. I’m featured in
@fastcompany
, sharing why and how it works.
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So proud to be with our
@AppDynamics
amazing engineering leadership in front of NASDAQ times square. What a journey we had together!!
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The 5 Ps. Job spec I wrote the day my daughter was born
1 Provide - provide for her
2 Protect - protect from anything bad
3 Prepare - educate & prepare her for a successful/ meaningful life
4 Play - play with her, ensure a fun memorable childhood
5 Present - be present for her
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Founders know: There's *never* enough time. So how do you know what to prioritize as CEO?
From my experience scaling my first company from 1 to 1200, I think the job of startup CEO comes down to these 4 things:
1) Sell a vision that will excite people. Essentially, you’re
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Done,
@nasdaq
is open!!
@AppDynamics
. Thanks all AppDynamos to make this moment happen, and for joining me in this journey.
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Very proud of the impact that Indian education has made on the US entrepreneurial landscape.
Professor
@IlyaStrebulaev
shared a recent study where he and his team examined the number of US unicorn founders that graduated from different Indian institutions. Topping the list is
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Advice for founders who are looking for mentors/guidance 🧵:
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I started two companies during challenging times and wanted to share some of my tips for
#startup
survival. 👇
I go into more depth in my latest article:
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Congratulations to the first woman and the first Indian American to get to this office!! A proud day 👏👏
While I may be the first woman in this office, I will not be the last—because every little girl watching tonight sees that this is a country of possibilities.
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To all my Indian friends & family in India and all over the world, wish you all a very happy Diwali! May the Diwali lights bring joy & happiness to everyone in this tough year.
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Looking forward to spending next couple of weeks in India meeting entrepreneurs, industry leaders, investors and students in Indian tech startup ecosystem
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Looks like we made it a thing in the boardroom/banker playbook when we sold AppDynamics to Cisco days before the IPO!
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My article on Entrepreneur. "A lot of people have good ideas -- but it's often those with the best stories who are able to set themselves apart."
How Do You Get People to Believe in Your Business? Tell a Good Story.
@Entrepreneur
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3) Why you? When someone puts money into an early-stage company, they're investing in the founder as much as the company. What is your unique advantage? You must be good at packaging yourself so that people will back you.
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1) Why your company will be the next billion-dollar company. This is a mandatory starting point when raising venture capital. VCs want to know that if your company does work out, it can be the next big thing — everyone wants to shoot for that.
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Today is a big milestone day for us at
@harnessio
- we announced our $60M new funding round. I am so thankful to our amazing team! Everyone brings tremendous passion, talent, & dedication to our mission every day, and I couldn’t be more proud of them.
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@sarveshwhoelse
@IamHR392
@EBGCBacklog
Hi
@sarveshwhoelse
I support any efforts to reduce the greencard backlog for highly skilled tech immigrants and to streamline that process. If there is anything specific I can help with, please DM me.
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Congratulations
@harnessio
! A big thank you to everyone at Harness for building the company into what it is today and accomplishing so much in just 3 years!
@technology
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To those who celebrate Diwali, wishing you and your family a very happy Diwali!
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Wrapped another crazy growth fiscal year at
@harnessio
, beating even our stretch targets!! Big thank you and congratulations to all the
@harnessio
team!! So fortunate and proud to be working with each of you!
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