When you talk to successful entrepreneurs, it’s easy to get caught up in their wins—the IPOs, the billion-dollar valuations, the success stories. But what I’ve learned, and what this episode of Never Been Promoted with Binny Gill reminded me, is that the real magic happens in the messy, uncertain middle. We’re talking about those nights when you’re on the verge of failure, but you push through. That’s what defines an entrepreneur.
Binny Gill, the founder of Kognitos, has been through those moments multiple times. He’s seen success and failure up close, and during our conversation, he dropped some valuable insights about building a business, making mistakes, and coming out stronger on the other side. Here are two key lessons from our talk that you can apply, whether you’re just starting your journey or you’re deep in the trenches of scaling your business.
1. Building the Tiger Team: Your People Matter More Than Your Idea
One of the standout moments in my conversation with Binny was when he described a critical point during his time at Nutanix, the startup he co-founded. They were just days away from Christmas when they realized their software architecture was flawed. It was a massive problem that could have brought the company to its knees. Instead of panicking, the team rallied together, brainstorming solutions late into the night. That’s when Binny introduced the idea of the “Tiger Team.” He wasn’t referring to any regular group of employees, but to a team that steps up when things are at their worst.
“Everyone stayed in the office,” he said. “No one even thought about going home. We all had one goal—to fix this problem.”
This wasn’t about the brilliance of the original idea. It was about the resilience of the team. They were able to come up with 25 potential solutions in just one session, and they worked through the holidays to make it happen. This tiger mentality—the drive to keep fighting no matter how tough it gets—became a cornerstone of their success.
Key Takeaways from Our Discussion:
- The team matters more than the idea: Your idea can evolve and pivot, but without the right people, it won’t go anywhere.
- A resilient team is your biggest asset: The ability to push through challenges is what separates successful companies from failures.
- Encourage a problem-solving culture: Binny’s story illustrates the importance of fostering a culture where people feel empowered to tackle challenges head-on, even in tough times.
2. Solve Problems, Don’t Chase Ideas: The Key to Long-Term Innovation
As someone who’s been through the highs and lows of multiple startups, Binny shared another crucial insight: it’s not about chasing the next big idea. It’s about solving real problems that customers face every day. This hit home for me because we often get caught up in thinking that the idea has to be revolutionary or brand new. But as Binny pointed out, successful companies focus on solving customer pain points better than anyone else.
At Kognitos, Binny is tackling a massive problem: why does the world’s innovation depend on such a small percentage of the population—the developers who know how to code? His mission is to make technology accessible to everyone, not just those who can write code. He wants non-technical people to be able to automate processes without having to rely on an IT department.
Binny drew an interesting parallel to parenting: “It’s like a baby crying,” he explained. “A parent doesn’t ask for precision; they guess what the baby needs based on context. Why can’t machines interact with humans the same way?”
This shift in thinking, from requiring people to adapt to machines, to making machines adapt to us, is what drives Binny’s innovation.
What I Learned from His Experience:
- Solve real problems: The best business ideas are born from solving pain points that people experience daily.
- Innovation comes from customer needs, not flashy ideas: Binny focuses on understanding customer pain and finding ways to solve it using AI and automation.
- Don’t get attached to your idea: The market changes, customer needs evolve, and your solution has to adapt. Be willing to pivot.
3. Reflections from the Interview:
Talking to Binny was like getting a behind-the-scenes look at the realities of entrepreneurship. It’s easy to think that success is all about having a great product or securing the right funding, but as Binny’s story shows, success comes down to how you handle failure. There were three pivotal moments when Nutanix could have completely collapsed, but each time, the team dug in, got creative, and kept fighting. That resilience is something I can relate to—and it’s something I’ve seen in many other successful entrepreneurs.
Binny also highlighted the importance of understanding that entrepreneurship is less about the idea and more about the execution. His message was clear: if you’re solving a real problem, you will find success. The technology you use to solve it is secondary to how well you address your customer’s needs.
Here’s What I’m Taking Away:
- Resilience is everything: The ability to keep going when the odds are stacked against you is what separates the winners from the rest.
- Execution trumps ideas: A good idea is worthless without proper execution.
- Customer feedback is your guiding light: Keep listening to what your customers are telling you, even if they don’t always know the solution.
- Success comes from failing forward: Every failure teaches you something valuable for your next move.
- Building a strong team is essential: A business’s success is rarely about one person—it’s about the strength and unity of the entire team.
Final Thoughts:
Entrepreneurship is often romanticized as this exciting, glamorous journey, but the reality is much more gritty. There are setbacks, sleepless nights, and moments when you think it’s all going to fall apart. But the conversations I’ve had with people like Binny remind me that those are the moments where real growth happens. You don’t need to have all the answers; you just need to keep solving the right problems and surrounding yourself with the right people.
CONNECT WITH BINNY:
X (Twitter): https://twitter.com/binnygill
Website: https://research.ibm.com/labs/almaden
LinkedIn: https://www.linkedin.com/in/binnygill/
CONNECT WITH KOGNITOS (BINNY’S COMPANY):
Website: https://www.kognitos.com/