Anish Dhar
Appearances
Code Story
S9 E34: Anish Dhar, Cortex
On-prem infrastructure is a requirement for a lot of large enterprises because the way Cortex works is we integrate with a lot of different tooling. For example, we need to connect with your GitHub or GitLab account. And that means we can process the code or read information from those repos, which is important because then you want engineers to be able to access that in the catalog.
Code Story
S9 E34: Anish Dhar, Cortex
So maybe it was someone who got passed on for a promotion or someone who worked at a company that didn't maybe realize its full potential, but they're hungry now for that second opportunity to just join a rocket ship that is going to win. It really creates this incredible energy when you talk to people like that. Even when you're in a Zoom meeting, but everyone is just so motivated to win.
Code Story
S9 E34: Anish Dhar, Cortex
I think it just creates a dynamic where it feels like you can't even lose. And the momentum, When you do win, just adds to each other. And so I think those two traits have the most important from like the early days and how we tried to hire people.
Code Story
S9 E34: Anish Dhar, Cortex
A lot of the early adopters of Cortex inherently understood that we were a startup. Obviously, they were buying from a seed state series A company. And so they were a lot more OK with UX quirks or slowness in the product. Like we definitely did not build a product for a large scale from day one.
Code Story
S9 E34: Anish Dhar, Cortex
I think our philosophy from an early engineering perspective was get things out super quickly, keep iterating on them and optimize for figuring out what the customer will use the most.
Code Story
S9 E34: Anish Dhar, Cortex
But then the interesting thing that happened to our market is that the market awareness grew so quickly and so exponentially that suddenly we started working with organizations that, for example, H&R Block is one of our customers. And H&R Block generally is expecting to buy software that just works from day one, that is very reliable, that is very secure.
Code Story
S9 E34: Anish Dhar, Cortex
Versus an organization like SoFi, who is a little bit more tech forward, who took a bet on us very early on. And so what that has meant from an engineering and scalability perspective is we have to like over the past year and a half, there's just been this intense focus on building from day one products that can scale.
Code Story
S9 E34: Anish Dhar, Cortex
And what that means is scale not just to what we were initially used to a few years ago, which was like maybe 10,000 to 50,000 services in catalog, to our catalog needs to be able to support up to 10 million, right? And when we connect to your AWS account, we should be able to import everything very quickly. without any hangups or like UX quirks and things like that.
Code Story
S9 E34: Anish Dhar, Cortex
And so that has been a bit of a culture shift, but what's been great is the team has really embraced it and it's changed how we do tech spec reviews and just onboard customers as well. We're very intentional about, hey, Cortex should be able to support any customer at any scale. We were lucky that our market grew like that, where it just naturally grew into more enterprise.
Code Story
S9 E34: Anish Dhar, Cortex
So that enterprise readiness has been a big focus and scalability is a big part of that.
Code Story
S9 E34: Anish Dhar, Cortex
I'm most proud of the team that we've hired. I know I spoke a lot about culture, but culture is one of those things that it's hard to quantify. Being a founder, especially in a remote-person environment, it can be hard to know, is the culture working in a sense? Do people feel connected to the mission of the company?
Code Story
S9 E34: Anish Dhar, Cortex
Are people motivated to work because of the people that work with them on the team? But we have these quarterly off-sites where we actually fly out the entire company to some location and really bond over a week and do in-person working sessions.
Code Story
S9 E34: Anish Dhar, Cortex
And this past one we had in New York, the one thing everyone consistently told me when I asked them for feedback or when I spoke to them was how much they feel connected to this idea that we're building something bigger than any one of us and how excited they are by the market and the potential and this fierce competitiveness to win.
Code Story
S9 E34: Anish Dhar, Cortex
It's really heartwarming to see that that really intentional culture that we built around like the first like 10 to 20 people has permeated itself. And now as we approach 100 people, it's more real than ever. And it's something that people actively talk about. It energizes them. It gets them motivated to work every day.
Code Story
S9 E34: Anish Dhar, Cortex
One of the mistakes that we made early on was, and I think every founder has experienced this, it's like the first time we made a hiring mistake. I think we made that mistake because we had been looking for the specific role for a long time. And when you're recruiting and you keep saying no to people and it's been like six months and the role is still open, it starts to wear on you a bunch.
Code Story
S9 E34: Anish Dhar, Cortex
And suddenly the criteria or like how stringent you were when it came to culture or maybe even like a technical phone screen starts to dip. And I think that happens naturally to a lot of people, especially like a team that's like really different. aggressively trying to recruit.
Code Story
S9 E34: Anish Dhar, Cortex
And so we hired someone who maybe we had said we would have said no to six months ago, just because we needed desperately to fill that role. Within the first three months, it became very that this person wasn't a good fit, but both from a cultural perspective and just the skill set that they had. Which is fine, right? That just happens when you're growing quickly.
Code Story
S9 E34: Anish Dhar, Cortex
But I think the downside of that was when you have a bunch of A players who are operating at the highest level, they immediately can tell when there's, let's call it a B player in the room. It really demotivates, I think, a lot of people because they're putting their 150% in and suddenly there's this person who's not in the same boat. And I think it really is a big distraction.
Code Story
S9 E34: Anish Dhar, Cortex
And so that was a big learning lesson for us. It was really important for me personally. And it's really changed the way that we recruit as well. The time to fill a position is not important, not even like a factor when it comes to these types of things. Like we have to find the best person for the role. And so that was a really important learning lesson early on.
Code Story
S9 E34: Anish Dhar, Cortex
When we raised our Series B, we had this thesis that every company is a software company, and I think everyone can agree to that. But I think what has happened to software has also become incredibly complex. And it starts, honestly, really early on in a company's days. Even when we had 20, 30 engineers and were building, ironically, on a monolith, there were still so many things that...
Code Story
S9 E34: Anish Dhar, Cortex
went into the software, right? It's not just your services, but all the infrastructure, databases, pipelines, even the third-party vendors you're using, all of these different components have owners, they have information about them that just lives in people's heads.
Code Story
S9 E34: Anish Dhar, Cortex
And I think for the longest time, people tried using Jira and Confluence as like a system of record to understand all this information, but talk to any engineer, those tools weren't built to really represent the software of a company. And so I think
Code Story
S9 E34: Anish Dhar, Cortex
There's this really amazing opportunity for Cortex to be that system worker for engineering in a meaningful way, because for us, the atomic unit of our software is the service. And the service can be represented as an EC2 instance. It can be a microservice. It can be a third party vendor. But all that information can be cataloged, scored and improved upon inside of the product.
Code Story
S9 E34: Anish Dhar, Cortex
And so in the same way a sales team, when they're scaling, they buy Salesforce, it comes with all of the tools you need to scale your team. That's where we really want to build with Cortex is this platform that comes with all of the tools you need to scale your engineering team from five to 50,000 and be a true partner to
Code Story
S9 E34: Anish Dhar, Cortex
Not just the developer inside of the organization who needs to understand their services or with incident management or building new services, but even the CTO who is trying to understand where the areas of risk in the business from a reliability, security, operational maturity perspective. How do I actually increase developer productivity?
Code Story
S9 E34: Anish Dhar, Cortex
Developers only really spend 30 to 40% of their time coding and the rest of it, it's just like asking questions, trying to find information, dealing with incidents. How do we reduce that amount of time and give more time back to actually coding and building software for the business? I think that's the ultimate goal and vision for the company.
Code Story
S9 E34: Anish Dhar, Cortex
From the team perspective, I think we've been really lucky that we were able to grow different parts of the company. We're fully remote, but what's also exciting is we've started expanding internationally as well. We hired our first strategic account executive in London, which is going really well.
Code Story
S9 E34: Anish Dhar, Cortex
So I think next year, you can definitely expect us to have more of a presence in Europe and Australia and different parts of the world, which should be really cool.
Code Story
S9 E34: Anish Dhar, Cortex
Like very early on, it was my dad, just seeing him work as a software engineer, seeing him grow in his career was super inspiring. And then when I got to high school, it was definitely Mark Zuckerberg.
Code Story
S9 E34: Anish Dhar, Cortex
I was just enamored with this idea that someone who was only 19, 20 years old was building what I felt was the most important company in the entire world and doing it 15 miles away from where I lived in San Jose. I think that was incredibly inspiring and incredibly motivating for me, even when I was like 13.
Code Story
S9 E34: Anish Dhar, Cortex
Just seeing the way that he has expanded the vision and the mission of the company, despite all of the naysayers, he truly is one of the most incredible founders of our generation and still has a lot of years left to continue defining Meta. So yeah, from a very early age, I think it was very inspiring to see what he's been doing.
Code Story
S9 E34: Anish Dhar, Cortex
When you hear other founders talk about how hard it is starting a company, obviously you internalize it and that starting a company is difficult. But I think it's impossible to explain unless you've truly experienced it. I call it like a shared pain that every founder has experienced with their co-founders where it's like the highs are like the best feeling in the world.
Code Story
S9 E34: Anish Dhar, Cortex
But then there are so many lows. And for us, that meant people like that first year and a half of just not being able to sell the product to anyone and people telling us to pivot. And we were just like, no way. I think the biggest piece of advice I'd give is just that resiliency and staying the course.
Code Story
S9 E34: Anish Dhar, Cortex
And I think having this determination that you're going to figure it out, even when inevitably there are those lows, you just truly have to just have this determination that you're going to figure it out. And so I think it's just... Having those expectations that this is normal, like it's supposed to be like a roller coaster of emotions, even like on a day-to-day basis.
Code Story
S9 E34: Anish Dhar, Cortex
But the output of that is like bringing something into the world that people use and find value in is makes it all worth it.
Code Story
S9 E34: Anish Dhar, Cortex
First customer was this company called 8x8, and they had very strict security requirements. And so they said, the only way we can use your product is if you give it to us in some sort of on-prem package. But it's completely air-gapped, meaning us at Cortex can't access the product or get any information. It's a lot harder to debug. My name is Anish Dhar, and I'm the co-founder and CEO of Cortex.
Code Story
S9 E34: Anish Dhar, Cortex
So Cortex is an internal developer portal that tracks internal services, helps you understand the quality of them, and then also drives this consistent developer experience by consolidating internal tools and workflows. The idea for Cortex really came from my time at Uber. Uber is the classic case of Microsoft. This has gone wrong.
Code Story
S9 E34: Anish Dhar, Cortex
There were 100 services on my team when I started, and that ballooned to over 3,000. And what that led to was this incredible impact on developer productivity in a really negative way. Engineers will write services named after TV shows and they'll leave the company and then documentation for that service will be scattered across seven to 10 different tools.
Code Story
S9 E34: Anish Dhar, Cortex
And so when something breaks, it's practically impossible to triage. And you're often just pinging in Slack, asking who owns the service, which obviously adds time to the resolution MTTR. I saw that this happened frequently across the company.
Code Story
S9 E34: Anish Dhar, Cortex
And not just with incident management, even with new engineers who joined, it was very difficult to get them all the context they need to start being productive. And so I was talking with two close friends of mine. One was an engineer at Twilio and the other at a smaller startup called LendUp. And I was asking them how their company solved this. And the answer was, it was the same at Uber.
Code Story
S9 E34: Anish Dhar, Cortex
It was spreadsheets and information living in people's head. That made us realize that if a company as big as Uber hasn't solved this and a company as small as LendUp, which had around 100 engineers, hasn't solved it, there's probably something here in terms of actually building a product that companies can use to catalog their services and understand ownership.
Code Story
S9 E34: Anish Dhar, Cortex
And so we did a bunch of research in the market. We emailed a bunch of large companies like Atlassian to figure out how they saw this problem. And the answer we heard was that they were forced to build an internal tool.
Code Story
S9 E34: Anish Dhar, Cortex
And when we would speak to the owners of these internal tools, they would often tell us, say, this is the most popular internal tool within the company because it tracks your services. It can help with a lot of operational reviews. But we wouldn't have built it if there was actually an available service that had been created.
Code Story
S9 E34: Anish Dhar, Cortex
And so it just gave us the confidence we needed to quit our jobs, start the company. We applied to Y Combinator in the Winter 20 batch. We got accepted. And yeah, we were off to the races from there.
Code Story
S9 E34: Anish Dhar, Cortex
The first version of the product was really just a microservice catalog. And it was basically you could import a set of services inside of the product and tag it with ownership. And then we would have five or six different integrations. So, for example, with PagDuty, so you could see, hey, who's on call for the service? And we built the product pretty quickly.
Code Story
S9 E34: Anish Dhar, Cortex
The goal of the MVP really was to validate this thesis that we had where we thought that essentially it's very difficult to understand what services exist in the company and having a catalog of those services can help with things like incident management or looking up ownership or just having this single pane of glass to find all of the data on your services.
Code Story
S9 E34: Anish Dhar, Cortex
What was interesting, though, about the MVP was we built it quickly. We had it while we were in Y Combinator. We kept iterating on it. We would get a lot of demos with people who understood the problem inherently, because when you speak about it with an engineer, universally, every engineer has experienced this pain of not understanding what services are out there and what exists.
Code Story
S9 E34: Anish Dhar, Cortex
And so we would get these demos, but it would never really translate to a sale. And so actually, it was pretty difficult, I'd say, the first year of the company, because We had this MVP. We knew that it was a problem because of our engineering backgrounds, but there was something missing there.
Code Story
S9 E34: Anish Dhar, Cortex
And it took the market maturing and our second iteration of the product with this added capability called scorecards to really hit this emotional pain that led to people buying Cortex. And so that was an interesting learning that we had.
Code Story
S9 E34: Anish Dhar, Cortex
There were a bunch, honestly, that were very pivotal in the early days that actually ended up being competitive advantages down the road. One of them, for example, was basically, hey, should we invest early in on-prem? On-prem infrastructure is a requirement for a lot of large enterprises because the way Cortex works is we integrate with a lot of different tooling.
Code Story
S9 E34: Anish Dhar, Cortex
For example, we need to connect with your GitHub or GitLab account. And that means we can process the code or read information from those repos, which is important because then you want engineers to be able to access that in the catalog experience. And so our first customer was this company called 8x8, and they had very strict security requirements.
Code Story
S9 E34: Anish Dhar, Cortex
And so they said, the only way we can use your product is if you give it to us in some sort of on-prem package. So for example, like a helm chart that we can deploy in our own internal AWS account in Kubernetes. But it's completely air-gapped, meaning us at Cortex can't access the product or get any information. It's a lot harder to debug versus obviously just using the SaaS cloud offering.
Code Story
S9 E34: Anish Dhar, Cortex
A lot of the advice we got at that point was don't accept that, like, stick with SaaS. You'll be able to iterate more quickly. You don't know what will happen over time as you have to support now this on-prem and cloud. But we decided to go and invest in on-prem anyway, and we did that very early.
Code Story
S9 E34: Anish Dhar, Cortex
And it proved to be a really strong competitive differentiate for us because as we started working with highly regulated industries like finance or banking, where security becomes even more of a footprint, We just had on-prem ready to go and it was tested. And since our first customer was on-prem, we built a lot of the tooling needed to properly support those kinds of customers from day one.
Code Story
S9 E34: Anish Dhar, Cortex
And today, on-prem is about 30% of our revenue and we still have a lot of customers go with SaaS. It's always ready as an option. Another big tradeoff that we had to make in the early days was whether we should support open source or not. And obviously, that's like a big decision that any dev tool company has to make.
Code Story
S9 E34: Anish Dhar, Cortex
And there's countless examples of successful open source companies in the developer tooling market. Obviously, HashiCorp comes to mind. But interestingly enough, in our market itself, there is a very popular open source project called Backstage that Spotify had open source. And so we had to make a really conscious decision at the beginning of the market.
Code Story
S9 E34: Anish Dhar, Cortex
Do we go open source and adopt a framework like Backstage? Do we stay as closed source? And I remember it was a lot of internal debates on our team about what to do. But ultimately, we decided to stay closed source. And the reason for that is we had a very opinionated view of how this market would develop. And we felt that by owning that experience, we could be opinionated about how...
Code Story
S9 E34: Anish Dhar, Cortex
customers onboard to Cortex, how they use the different parts of the product and just iterate a little bit more quickly. I'm glad we actually did that because I think it just ended up allowing us to move in a more streamlined manner, which I think has helped us win the market overall. This episode is sponsored by Kiteworks.
Code Story
S9 E34: Anish Dhar, Cortex
So I mentioned that like the MVP was just the catalog experience and it was difficult to get an actual sale from there. And we did a lot of just discovery with prospects and people who said that they were interested but didn't end up buying. What we realized was, hey, look, the catalog, it's great for capturing data. It's great for understanding who owns a service.
Code Story
S9 E34: Anish Dhar, Cortex
But then the question becomes, how do you keep that up to date? The next question naturally after you get the data in the catalog is, okay, what do I do with it? How do I get engineers to care about it?
Code Story
S9 E34: Anish Dhar, Cortex
And the question that actually we came to that a lot of these prospects were trying to solve, which was actually much harder to solve than gathering the data was, how do we get engineers to care about best practices from a reliability or security perspective or operational maturity perspective using the data that's inside of the catalog?
Code Story
S9 E34: Anish Dhar, Cortex
That was just a light bulb moment for us because what we found was there's the developers who look at the catalog, but then there were practitioners within the engineering team like SREs or security engineers who were trying to get developers to follow those best practices, to care about things like production readiness or security standards.
Code Story
S9 E34: Anish Dhar, Cortex
But the way they were doing that were creating these massive spreadsheets that had
Code Story
S9 E34: Anish Dhar, Cortex
all of your services and who owned them basically like what the catalog was but then also is your service have an on-call rotation and the meaning is ethos from datadog and obviously like it's hosted in confluence somewhere developers are not looking at it it's impossible to enforce and then even harder to create that culture and so that led us to building our second product which was scorecards
Code Story
S9 E34: Anish Dhar, Cortex
Scorecards are basically a way to enforce best practices and then drive engineers to essentially follow standards and incentivize them on what does good and great look like in terms of service quality. And we started targeting our demos a lot more to SREs. That's really where we were able to scale out the company, get our first actually meaningful sales.
Code Story
S9 E34: Anish Dhar, Cortex
It was a great from like iteration process to basically finding ultimately product market fit in terms of, hey, what is actually a emotional pain that people are looking to when they buy a developer portal?
Code Story
S9 E34: Anish Dhar, Cortex
Culture is super important to myself and my co-founders as well. Obviously, coming from Uber, it was a crash course on how to mess up your culture in a lot of ways. And so I learned a lot in terms of how culture impacts the work that people do and how they feel connected to their work.
Code Story
S9 E34: Anish Dhar, Cortex
And so we're very intentional about, especially like the first 10 people we hired, since we knew that would ultimately set the tone for the characteristics for the rest of the company, the culture that we would build. And so there are a few things that are really important to us. The first is a high degree of self-awareness.
Code Story
S9 E34: Anish Dhar, Cortex
I've always really valued people who are self-aware because not only do they understand their strengths, but they know their weaknesses and can lean on others around them to become stronger. There's also, I think, a high degree of self-awareness leads to people who are more humble. We have no asshole policy, which I think has been great.
Code Story
S9 E34: Anish Dhar, Cortex
And I've always really enjoyed working with people like that, especially when it comes to people in the leadership position. And so that's really maybe the most important trait that we look for. And the second trait is people with a chip on their shoulder.