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Dheeraj Pandey On Leaving Nutanix To Start CRM Startup DevRev

‘By creating this low latency, highly social and a very fun platform with DevRev’s CRM, we think we can create the earth’s most customer-centric companies,’ DevRev CEO Dheeraj Pandey tells CRN.

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Can you talk about leaving Nutanix to form DevRev?

The business model transitions of Nutanix: going from hardware to software to subscription to, finally, smaller contracts with annual contract value [ACV]. This idea of DevRev is really about bringing ‘dev,’ which is the developer, closer to ‘rev,’ which is really a personification of the customer. By bringing them together, we are enabling a new business model which the rest of the world calls PLG [product-led growth] business models.

In this PLG business model, there’s a lot more digital transactions. Basically, you are doing smaller subscription transactions and smaller consumption transactions—and a lot of that needs a new operating system. That’s basically part of what the DevRev story is—that we bring the customer and the developer closer to each other and we mimic a lot of the learnings from the consumer internet. Basically, code drives everything. Code drives sales. Code drives customer success. A lot of those lessons have to actually seep into the world of business software.

DevRev is about really taking the ‘dev’ and bringing them together with the ‘rev,’ which is the customer. And we bring them together through code. … We sincerely believe that entire companies are, and will be, driven by code. The developer is at the center of all of that. We are building something really delightful so that their life becomes much more easier.

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