Beyond BlackBerry: How Timescale’s CEO Applied Mobile App Lessons to Enterprise Database Sales

Failure can be a better teacher than success. In a recent Category Visionaries episode, Timescale CEO Ajay Kulkarni revealed how his experience building BlackBerry apps in 2009 shaped his approach to building a database company that now serves over 1000 customers.

The BlackBerry Years

In 2009, Ajay launched his first tech company, developing what became “the leading address book for BlackBerry devices.” But timing proved crucial. “I learned that it doesn’t matter if you’re like the tallest person on a sinking ship, you’re still going down with the ship,” Ajay recalls, describing BlackBerry’s decline.

This experience led to an aqua-hire by GroupMe, which was later acquired by Skype and then Microsoft. While the exit provided a soft landing, it left Ajay with what he calls “a big chip on my shoulder just to prove to myself that they weren’t better than me.”

Turning Disappointment into Drive

The modest exit from his BlackBerry venture became a powerful motivator. “I kind of felt like I had so much more to prove,” Ajay shares. “I almost felt like I had a big chip on my shoulder just to prove to myself that they weren’t better than me.”

This drive fueled his approach to Timescale, but with important modifications to his strategy. Rather than chasing what seemed trendy (like BlackBerry apps in 2009), he focused on solving fundamental problems.

Key Lessons Applied

Several crucial lessons from the BlackBerry experience shaped Timescale’s strategy:

1. Market Timing “I think every market is different,” Ajay notes. “In 2009, I remember a Series A was like a two on a four, which isn’t even a seed today, maybe that’s a micro seed.” This perspective helped him focus less on market conditions and more on fundamentals.
2. Fundamentals First Instead of chasing trends, Ajay developed a clear framework: “Start off with working with great people and then solving a real problem and then building a great business will flow from that.”
3. Listening to Customers Rather than pushing a product vision, Timescale developed a culture of intense customer listening. This led to their pivot from IoT to databases when they noticed customers’ enthusiasm for their database technology.

The Power of Intellectual Honesty

Perhaps the most important lesson was about maintaining what Ajay calls “intellectual honesty.” “We try to be very thoughtful and have opinions, but we also believe in intellectual honesty and clarity, and we try not to be stubborn,” he explains.

This approach helped Timescale avoid the trap that caught his BlackBerry venture – being technically successful but in a declining market. When they saw stronger traction for their database technology than their IoT platform, they were willing to pivot.

From Negative to Positive Motivation

While the BlackBerry experience created a drive to prove himself, Ajay’s approach to motivation evolved. “I’m not motivated by revenge. I’m not really motivated by fear or negative or I try not to be motivated by these negative emotions. I’m more motivated by positive emotions or like this desire to build something.”

This shift in mindset has been crucial to Timescale’s success. Instead of trying to prove critics wrong, they focus on building something valuable for their community of developers.

Lessons for Founders

For founders navigating their own setbacks, Ajay’s journey offers valuable insights:

1. Early failures can provide crucial market insights
2. The drive to prove yourself can be powerful if channeled positively
3. Intellectual honesty is crucial for recognizing when to pivot
4. Focus on fundamentals rather than market timing

The transformation from BlackBerry app developer to database company CEO demonstrates how past experiences, even apparent failures, can provide valuable lessons for future success. As Ajay puts it, “The journey is the destination.”