During her time at Facebook, two of the future founders of Interana observed that a big secret to the social network's success was its deep knowledge about how its users interacted with the site. And so, in 2013,
In 2013, CTO Bobby Johnson co-founded the company with CEO Ann Johnson and Lior Abraham to build a tool that helps companies understand customer behavior.
At Facebook, Johnson and Abraham were on the infrastructure team, which scales the site and makes sure it's performing well. There, he helped build a data analytics tool called Scuba. Johnson recalls that at Facebook, when it was still competing with other social media sites like MySpace, the company realized that the way to win was to understand its users better.
"Specifically, I had seen how big a difference looking at this data made, how much more successful Facebook was by looking at this data," Johnson told Business Insider. "It was really clear it was a massive opportunity to do that. Every business should be looking at the world this way."
When he left Facebook, Johnson was ready for something new, and he wanted a new challenge. He launched Interana with the help of the Y Combinator, a startup incubator program that gave it access to a network of investors. It now has 65 employees and has raised $46 million.
One of the biggest challenges, Johnson said, is transitioning from working in a consumer business to an enterprise business. For example, he and his co-founders needed to learn how enterprise sales works.
With enterprise software, the company needs to better cater to specific customers, which differs from Facebook's approach. Facebook might not work to appease specific customers, but rather, listens to its customers based on the data it collects.
"At Facebook, you have a billion users," Johnson said. "Any user who wants a thing, you don't care about. If a million users want it, then you care. In enterprise, you might have a single customer, if that business is important enough, you make changes to satisfy a specific thing.
What's more, at Facebook, there was a "Move fast, break things" mentality," but enterprise software needs to not break, Johnson says.
"At Facebook, you can get away with breaking the experience for a lot of people, but in enterprise, you just can't do that," Johnson said. "There are people who directly pay you money for these features. You have to actually listen to your customers."