Winning with open and closed source products | Neha Narkhede (Co-founder at Confluent and Oscilar)
In Depth
Introduction
Neha Narkhede, co-founder at Confluent and Oscilar, shares insights and strategies for monetizing an open source product, including anecdotes and advice from her experience in building multiple companies.
Neha Narkhede is a co-founder at Confluent, a data streaming software that raised at a $9.1b valuation in 2021. Neha later co-founded Oscilar, a no-code platform that helps companies detect and manage fraud. Before building these two companies, Neha was a Principal Software Engineer at LinkedIn where she co-created Apache Kafka. Neha is ranked #50 on Forbes’ list of “America’s Richest Self-Made Women 2023” with an estimated net worth of $520m.
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In today’s episode we discuss:
- The origins of Confluent, Kafka, and Oscilar
- How to become a successful second-time founder
- Advice for monetizing open source product
- Neha’s unique GTM strategies
- How Confluent ran two businesses within one company
- Neha’s path to founder market fit
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Referenced:
- Apache Kafka: https://kafka.apache.org/
- Confluent: https://www.confluent.io/
- Confluent Cloud: https://www.confluent.io/confluent-cloud/
- Jay Kreps, co-founder at Confluent: https://www.linkedin.com/in/jaykreps/
- Jun Rao, co-founder at Confluent: https://www.linkedin.com/in/junrao/
- MongoDB: https://www.mongodb.com/
- Oscilar: https://oscilar.com/
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Where to find Neha:
- LinkedIn: https://www.linkedin.com/in/nehanarkhede/
- Twitter/X: https://twitter.com/nehanarkhede
- Website: https://www.nehanarkhede.com/
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Where to find Brett:
- LinkedIn: https://www.linkedin.com/in/brett-berson-9986094/
- Twitter/X: https://twitter.com/brettberson
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Where to find First Round Capital:
- Website: https://firstround.com/
- First Round Review: https://review.firstround.com/
- Twitter: https://twitter.com/firstround
- Youtube: https://www.youtube.com/@FirstRoundCapital
- This podcast on all platforms: https://review.firstround.com/podcast
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Timestamps:
(00:00) Introduction
(02:14)The origin story of Kafka
(05:24) Co-creating Kafka at LinkedIn
(07:31) Why open sourcing Kafka was a masterstroke
(11:04) The unique nature of Confluent's Zero to One phase
(16:35) Building for a specific customer early on
(18:42) Inside Confluent’s successful launch
(20:12) Establishing Confluent as an enterprise company
(22:00) The role of developer evangelism in Confluent’s success
(23:49) Using developer evangelism in category creation
(26:41) Navigating early co-founder dynamics
(30:06) Leveraging complementary founder skills
(31:56) Advice for future founders
(32:45) Building Confluent with monetization in mind
(34:38) Monetizing open source products
(36:05) GTM for subscription Saas versus consumption SaaS
(39:48) The importance of founder-led GTM sales
(40:58) Neha’s order of operations for GTM sales
(42:33) When to build out outbound sales
(45:28) Adding SaaS to a software business
(49:48) Choosing what to license and what to open source
(53:32) How Confluent’s co-founders decided on SaaS offering
(57:58) Neha’s journey as a second-time founder
(59:48) Building Oscilar differently to Confluent
(64:15) Going from speculation to product realization
(70:00) Solving problems people are willing to pay for
(72:07) Neha’s “proactive research sprint” tactic
(73:48) How Neha has applied this tactic
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