Building An Enterprise Software Company: Tips For Founders From Dev Ittycheria, CEO Of MongoDB
Summary
In the early days, a founder should tell their sales team that it is better to have an unhappy customer than a happy prospect because it is better to get lots of feedback to improve your product. This structure also creates a career map for people to start in inside sales and then have a chance to earn their stripes to get into the field later, so they can move up to the varsity team to land bigger and more complex deals. Leaders who do great when the company is just starting out and growing quickly won’t necessarily be successful at later stages, and it’s ok to make hard decisions to let people go. The CEO role is very lonely at some level, because everyone who speaks to you, whether that’s a board member, a direct report, an investor, or a colleague, every person has an agenda and is usually worried about something. Even our easy-to-use open source database requires expertise on how to set it up, manage upgrades, make sure it scales for performance, do data backup properly, and so on.
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