And Vijay Says…

This is the greatest mistake that happens when we try building teams . We start out with the intention of hiring an “A team” – and pretty soon it magically transforms into a hunt for “A players” . It took me a long while to realize it’s not the same – and often hiring all A players into one team hardly makes any sense .

There are only two ways of building an A team that I know of .
1. If you have money and luck on your side – hire all A players you can to fill each role in the team.
2. OR, hire a few A players with strong leadership skills and fill the rest with B and if needed some C players . Then make it the Responsibility of A players to bring along the B and C players

Option 1 is a no brainer . A players love working with other A players – but there are only so many of that caliber. And you probably can’t hire them all.

Individuals can win a few matches with their sheer talent . But to win consistently and become championship material – it takes a team . Not just any team – but an A team .

My favorite example is the Indian cricket team that won the 1983 World Cup . There were two top talent players – Sunil Gavaskar and Kapil Dev. Rest were average or slightly above average players if you look at their life time stats . Yet – Kapil led that team to win the World Cup , defeating the best West Indies team ever in the finals . That is the nature of A teams .

The Australian side of Steve Waugh in 90s was probably close an A team built with all A players . And they kept winning for a very long time , except when that crop of players retired – the team could not make another A team of A players . Now they are taking an approach which is closer to building an A team with couple of A players and the rest with B players .

I have had the fortune of working in A teams where every one was a star player , and also in A teams where only some players could be described as stars . But in both cases – output was stellar . And my current thinking is that the viable model is to discourage people from trying to build an A team of solely A players .

However, an A team with A, B and C players needs some ducks to line up in a row before their execution ability gets into stellar territory. Here are my top 6 thoughts .

1. An A team needs strong leadership – ideally an A player who can take responsibility of bringing along and improving the non-A players to play at major league. It’s the acid test of motivational ability of a leader.

2. Hire one or more A players to keep the leader honest throughout the time the team works together . Most often, of the leader alone is an A player – their ideas will go unchallenged . That can only hurt in the long term . You always need people in the team who can challenge the leader when needed

3. Never allow the B and C players to recruit . If you do – then the chance of them hiring an A player is close to zero. The biggest long term risk is the standard of incoming players decreasing over time and the team moving from stellar to mediocre status.

4. Don’t drink the “culture fit” koolaid in big gulps . It is important that people get along – but end of the day, fun needs to be balanced with output. And output needs specific skills and experience . This is a grey area at best – and a true test of a good leader is the ability to find the right compromise.

5. Stretch, but don’t break . A players typically can stretch a lot in the assignments they take on. Don’t let that make you try to stretch the B and C players too in similar fashion . Everyone has a breaking point – and the sooner the leader and team realizes everyone’s breaking point , the better the chance of great execution. In most cases , B and C players and can stretch the same as A players over time – as long as it is done in small increments .

6. Rotate players when they are successful . Let new players come in with new ideas . Let your A players go to other teams and expand their horizons . Share the wealth of talent – that is how it multiplies and scales .

It is parliament election season in India now . The country is so vast and infrastructure hasn’t caught up yet – so elections have to be held over several weeks in a phased manner . Whichever way I look at it – a coalition government is bound to rule India for the next term . And that usually is only slightly better than no government . And a country so diverse as India – with 1000s of languages and tens of states and countless religious beliefs – good solid governance is a must have to ensure continuous progress. It’s not a trivial challenge – to say the least .

There are three strong political groupings – one led by Congress , one by BJP and a third by the new AAP .

Congress led United democratic front – which in reality is neither united nor democratic – ruled for the last two terms . They barely got to govern with their structural issues . Regional parties held the government to random throughout the term. And given Manmohan Singh was just a figure head – whom the party could not find a safe seat to get elected, and hence had to get him in through the back door via Rajyasabha – his ministers seem to have had no intentions to take his lead . One of the greatest presidents we had – Dr Kalam – wasn’t even given a second term . And now they are projecting Rahul Gandhi as the PM candidate . If Congress can’t find a leader outside the Gandhi family in all these years , how exactly are they going to watch out for the common man ?

It’s not as if Gandhi family is the only one looking for politics as a family business venture . Veteran leaders like Chidambaram , Jaswant Singh and many others found no moral issues in asking for seats for their kin . The country has a billion plus people – why does this keep happening across all political parties ?

There is BJP – and they have some very strong leaders . The big issue with them is that despite almost a guaranteed secular rule if they come to power – like their last term – they find it necessary to stir up a Religious agenda to get votes . That regressive nature is not fit for a secular republic that the constitution envisions . India needs economic development – which happens with unity of purpose, not with communal tensions . BJP tends to keep church and state separate when they govern – but not when they are running for offices. It’s pretty sad that this is the best way for them to come to power .

And finally there is the AAP . I was elated and disillusioned back to back with AAP . Corruption is a very serious issue in India and Arvind Kejriwal took a great step in rooting that issue . Unfortunately – they lack political maturity and ended up as a one trick pony . Running away from office in 49 days meant that they couldn’t take the heat of actual execution . Talk is cheap – and now they have to deal with the stigma of being a party that ran away . Real life governance is not binary – you cannot govern with the attitude that you will do only one thing . Fighting corruption is fantastic – but the state needed more and AAP didn’t stay to deliver . However , I am positive that in 5 to 10 years , AAP will be a very viable party to form a good government . And in the process, they will force other parties to reform and get closer to their citizens

In my mind – the reason for this mess is mostly a lack of education. We always get leaders that we deserve . The politicians who are after our votes would rather have a large uneducated and poor vote bank – which can be swayed by simple and mostly false promises . If I can’t find three square meals a day – I will vote for the guy who offers me free or subsidized food . If I am an oppressed factory worker who has no skills to find another job – the communist ideology might be too attractive for me to see other options . If I can’t read – I probably won’t realize that Rahul Gandhi is not the great grandson of Mahatma Gandhi . If I didn’t have access to a variety of TV channels and newspapers – I might not realize that not all Muslims are terrorists and that many Muslims have served India at highest offices . If I don’t go to school – I might never hear about gender equality .

And for that – education is key. Education improves life across multiple dimensions – and gives us options . And it teaches us how to evaluate options . It allows us to have different beliefs but unites us as a country . It makes us Indians first and followers of a religion second . Education is what India needs – in abundance . It takes a lot of political maturity for a political party to push education at grassroots level across the country – as opposed to pontificating in an election manifesto.
The onus is on those of us who had the good fortune to get education to help our fellow citizens who were less fortunate . Part of that responsibility is in choosing wisely the people we want to represent us in government . Let’s choose wisely every step of the way for this election and every single one coming after it .

Ever since I announced I got a job at MongoDB , the question that I got the most has been “what does a VP of global channels do ?”

I grew up as a technologist – not as a business development / channel person. And apart from engineering , I have been a successful sales guy too in later stages of my life . That is the primary reason why I get the question – why did I take a job running channels .

This is how I explained my vision to my friends and family .

Let’s ignore software business and think of a manufacturer of home plumbing supplies . The company’s goal is to revolutionize how modern houses do their plumbing . For this to happen – the important thing is that adoption of the new way of plumbing goes viral – and enough money gets made to keep the business running and growing .

If the goal was to become a high margin company in the shortest time – the idea would have been to sell the minimum possible with the highest prices for product and services . That is not what this company wants to do in our example – it is exactly the opposite . Here the course will be to get as many customers to use the product as possible – irrespective of how much each pays . It is an important distinction – the goal is to radically modernize how people do plumbing .

There are two types of people who generally buy the products – home owners and contractors . One way or other – it’s the home owner who eventually picks up the tab . So it goes without saying that the company must convince home owners to use their product . You cannot take focus away from home owner ever . No one is more important a stake holder to make your goal a reality .

But this is rarely sufficient . If the sales person sold the product – who is going to do the installation of the plumbing ? Who would connect old plumbing to the modern plumbing ? When the bathroom plumbing changes – it usually happens along with redesigning the flooring , faucets, showers etc . Who does that ?

So it is imperative that all the plumbers and bathroom remodelers and general contractors need to be trained in using the new way to plumb . That usually needs them to be convinced this is a better way of doing plumbing , and that home owners will give them business if they have the skills and experience .

To begin with – how many sales people can be hired to go after each home owner ? At some point you want the supplies store to stock your product . Sales person can make a sale and send the home owner to a store to pick up the stuff .

There are other things like bathroom vanities and showers that will need to work with the new way of plumbing . Initially, it might be enough to hire a contractor to connect disparate things by hand with a connector . But some home owners might expect pre-fitted shower heads and vanities that are DIY friendly . So someone needs to convince those manufacturers to work with you to put your way of plumbing into their products for the benefit of your mutual customers.

As the business grows – you want new products to come up that are specifically built for your way of plumbing . You want a large number of people to work with your plumbing to create even more sophisticated solutions for the home owner – to the point that people take it for granted that if they are plumbing , they are using your product as the default . That is when the world of plumbing has been revolutionized .

As people make optimized widgets for your way of plumbing, you might need a one stop shop to help them and your customers – like your own marketplace.

In this entire process – the idea is to help the customer have a better quality of life enabled by your plumbing. You want to reach a state where your plumbing is behind everything in the home – to the extend that no one thinks twice about its presence . You can’t get there by yourself – the plumbers , the general contractors , the retailers , the manufacturers of vanities and shower heads and many others need to work together with a unity of purpose (improving the quality of life of customer) to get there .

And as more and more people work with the product – there will be more things that come up that needs the company to tweak its products and services . The old plumbing companies and you might learn a trick or two from each other – it’s a big world with a place for everyone , especially if everyone plays together and talks to each other .

That is the principle and spirit of channels – and it applies just about the same to software as it applies to plumbing supplies or soaps or cars. No one company can revolutionize the world by itself – but by working in a trusted relationship with several good partners, we can get there together and make some happy and excited and loyal customers .

That is the journey I am embarking on at MongoDB – to help and build and nurture an ecosystem around an amazing product to revolutionize how the world builds applications. I know it will be quite a ride – and I am very sure I will get to work with a lot of people who read this to reach that goal .

Now, Let’s go make our customers successful – and let’s do it TOGETHER !