Over the years I’ve worked with over 100 different organizations. Two decades in the industry you see a lot of things. Some businesses are more engineering heavy, while others are more sales driven.
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So this past week, I was somewhat surprised because I met with two very different organizations, and the contrast stood out dramatically to me. Pando Daily called it the Clash of Cultures.
I wonder will we ever learn from eachother?
1. On Monday I met with CloudOne
I’m choosing a fictional name here, but the meeting was real. We met over lunch to discuss how we might work together. Their org has been around for years, has a phenomenal track record, and they are strongly sales oriented.
o They’re hungry. They pushed for client lists & sniffed for leads.
o They’re margin oriented, they had a clear idea of where their strong suit was, and what types of customers they wanted to work with. That’s because they had a clear idea of their margins.
o They understand the industry well, much better than I did.
o They could certainly talk circles around me in terms of industry categories & verticals.
o They glossed over technical details
o They made broad generalizations & mixed up facts at times
2. On Thursday I met with DataOne
Here again I’m choosing a fictional name. We met over dinner to discuss my opinions of the market and also if I might have any venture leads or could make introductions.
Some Observations I came away with:
o Their company is all engineering.
o They’re intimately focused on coding & building the product.
o They downplayed product limitations & somewhat out of touch with customer.
o They seemed to be feeling around in the dark for investors
o They seemed to have a weak network
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3. Org experience: LearnOne
One of my past customers, also a fictional name here, they were also an incredibly sales heavy organization.
o Their monthly standups felt like a sporting huddle.
o Lots of ra ra ra & high fives
o They were extremely sales driven, growing rapidly
o They had tremendous problems around engineering.
o They seemed to be boxing wayyy above their weight class.
4. Cross-cultural studies
As a consultant I find this all fascinating. It often seems like this cultural style is driven from the top. The big movers are the ones who shape the organization.
I think of Google as an incredible example of an engineering driven organization. Finding top people is always about math & problem solving, but short on personality emphasis. Meanwhile their products lack the UI polish, but are functionally accurate & always fast.
Contrast that with Oracle, which send in a heavy armament of perfect suits to close a deal, negotiate soft until you’re firm is locked in, then jack up the license fees until you bleed. Meanwhile although the product is a sturdy technical construction, it’s every bit the marketing that is smooth & polished.
5. The takeaway
A winning team needs both. I’m obviously born of the engineering camp, but I agree with Ben Horowitz that the new enterprise customer is much like the old enterprise customer. And yes sales matters more than ever before.
At the same time the engineering team needs to carry equal weight, and decisions for both teams need to be framed as tradeoffs for the other.