Harness

Harness's 400% ARR Growth Revolutionizes Continuous Delivery Industry

February 22nd, 2025

Founded By

Jyoti Bansal

Monthly Revenue

$13M

Founders

Employees

1138 (est.)

Profitable

Yes

Year Started

2016

Founded By
Jyoti Bansal: Monthly Revenue
$13M

Founders
2: Employees
1138 (est.)

Profitable
Yes: Year Started
2016

Who is Jyoti Bansal?

Jyoti Bansal, co-founder of Harness, is a seasoned entrepreneur originally from India who studied at the Indian Institute of Technology Delhi, and previously founded and led AppDynamics, a leading application performance management company until its acquisition by Cisco in 2017.

What problem does Harness solve?

Harness tackles the headache of slow, error-prone software releases by automating the entire delivery process, enabling faster and more reliable deployments for development teams.

How did Jyoti come up with the idea for Harness?

The idea for Harness emerged from the firsthand experiences of its founder, who saw the inefficiencies in the traditional software delivery process. Observing that companies spent vast resources and time managing code delivery with manual oversight and custom scripts, he realized there was a need for automation in this space. The inspiration came from understanding that even while technology was rapidly advancing, the process of deploying code to production remained outdated and laborious.

Through conversations with other developers and engineering teams, it became evident that many shared these frustrations, validating the concept's need. To refine Harness, the founder gathered feedback from early adopters and industry professionals, which helped shape the platform into a streamlined, automated solution. Despite the complexities of developing such a comprehensive tool, the team persevered, driven by the vision of transforming the software delivery landscape.

Emphasizing machine learning and security, Harness introduced features that significantly reduced deployment times and the required manpower, addressing core pain points faced by development teams. This process underscored the lesson that a deep understanding of industry challenges combined with innovative technology can create impactful and scalable solutions.

How did Jyoti Bansal build the initial version of Harness?

Harness built its initial product by leveraging a tech stack that included machine learning to automate the software delivery process. The development process involved creating a platform that minimized the need for custom scripts and manual oversight, thereby reducing the average deployment time by 99% and the personnel required for release management by over 70%. This platform underwent rigorous testing and iterations to ensure it provided enterprise-grade security and reliable deployment rollbacks. Manufacturing the first version was challenging, as it necessitated balancing robust automation features with ease of use, ultimately resulting in a solution hailed for its capacity to streamline continuous delivery. Despite these challenges, the foundational version of the product was built relatively quickly, seeing rapid adoption across various industries soon after its launch.

What was the growth strategy for Harness and how did they scale?

Pipeline Generation

Harness emphasizes the importance of pipeline generation as a key driver of their sales strategy. Sales representatives at Harness are responsible for creating their own sales pipeline, which helps them understand their target clients better and enhance their chances of hitting their sales targets. By making the sales reps responsible for their pipeline, the company ensures a high level of engagement and ownership from the sales team.

Why it worked: This approach increases accountability among reps and ensures a consistent flow of new opportunities. It also allows sales reps to engage with potential clients at multiple levels, thereby increasing conversion rates and minimizing the risk of relying on leads generated solely by marketing or SDRs.

Strategic Partnerships

Harness has built strong strategic partnerships with leading technology companies such as AWS, Google Cloud, Cisco, and AppDynamics. By aligning with major players in the tech industry, Harness ensures its product is part of a larger ecosystem, increasing its visibility and credibility.

Why it worked: Strategic partnerships allow Harness to tap into established customer bases and enhance the perceived value of their offering. These partnerships provide access to a broader market and enable Harness to offer more comprehensive solutions, thereby attracting larger enterprises.

High-Profile Client Acquisitions

Harness successfully signed contracts with well-known companies like Discover Financial, Nationwide Insurance, Ancestry, StubHub, and Kohl's. These high-profile client acquisitions not only provided significant revenue opportunities but also enhanced Harness's reputation in the industry.

Why it worked: High-profile clients act as endorsements of the product's quality and reliability. They increase brand credibility, making it easier to acquire additional clients by leveraging these names in marketing and sales pitches.

Continuous Product Improvement and Innovation

Harness's commitment to continuous product improvement and innovation has been pivotal in sustaining its growth. The introduction of features like Continuous Insights has not only increased the value of their offering but also attracted and retained customers looking for cutting-edge continuous delivery solutions.

Why it worked: Continuous improvements ensure that the product remains relevant and competitive, capturing shifting demands in the market. This obliges current customers to stay and potential customers to take interest, knowing they're getting an evolving solution that meets their developing needs.

What's the pricing strategy for Harness?

Harness offers a tiered pricing model starting with a free trial, with paid plans typically beginning around $170 per user, per month, scaling based on features and user needs.

What were the biggest lessons learned from building Harness?

Embrace Pipeline Generation: At Harness, every sales rep is encouraged to generate their own pipeline. This ensures accountability and reduces reliance on inbound leads, making teams more resilient to demand fluctuations.
Balance Team Growth with Quality: Despite rapid expansion, Harness prioritizes hiring the right talent with a focus on competency and cultural fit. This approach avoids the pitfalls of rapid scaling that can dilute team quality.
Adapt and Pivot Swiftly: Harness responded to market conditions swiftly, like shifting focus and developing new products when needed. This agility is crucial in maintaining growth momentum and staying competitive.
Invest in Training and Enablement: Harness supports its sales teams with structured training and mentorship. This continuous development helps reps adapt to new methods and tools, ensuring they are equipped to succeed.
Leverage Strategic Partnerships: Harness grows by forging strong partnerships with industry leaders like AWS and Google Cloud. Building a network of partners expands market reach and enhances credibility.

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