What does engineering do here?

By Chris, Mon 12 September 2016, in Engineering management

My company, Grove Collaborative, is an online brand and retailer for non-toxic household consumables. We sell physical products on the internet, that get shipped from our warehouses to our customers. This is so simple that it's almost always met with some incredulity. We're a Silicon Valley startup after all! Aren't we supposed to be some sort of tech-centric AI big-data thing? When I left my previous job, at a tech-centric AI big-data company, my father in law said it well: "So...you're leaving your job...to sell toilet paper...on the internet?".

And in fact, in the early days, we self-identified as a technology company. No one would love us if we weren't, right?! Over time though, we've confronted our own corporate soul in the mirror and discovered that we're first and foremost a brand and a retailer, not a software company. We are a Type B company.

Given that we don't directly monetize our technology, our engineering strategy looks a little different than that of a software company.

What engineering does is pretty much what you'd expect:

But that's a list of tasks, not a strategy for technology in the business; there's no competitive advantage there. When thinking about strategy, I like this quote from chess grandmaster Savielly Tartakower:

Tactics are what you do when there is something to do; strategy is what you do when there is nothing to do.

At Grove, our engineering team has 3 strategic goals1.

1. Keep Headcount Growth Sublinear to Revenue Growth

Startups are defined by growth. And it's pretty obvious that, to be profitable, you can't just scale headcount in line with revenue. Every time you double revenue, you can't double headcount. In a software business, that's so obvious it mostly doesn't come up. Twice as many users on the website? Better provision more servers in your Amazon console! There is not 'provision more employees' button.

When you're shipping physical product though, there are a lot more parts of the business that, left to their own devices, naturally want to creep headcount in lockstep with the size of the business. It's hard to move twice as many boxes through the warehouse without twice as many people doing it. Or service twice as many customer questions without twice the number of support reps.

Since day 1 we've operated in a capital-constrained environment so throwing bodies at problems has never been an option. Better systems and better tools are the only way to do more with the same. Every time we hire a new support rep, we measure our ratio of customers to reps and make sure that it is signficantly higher than it was when we made the last hire. We started off with one rep able to support about 5,000 customers, and now a single rep supports upwards of 20,000. And we've done while increasing the average number of touches per customer, not by hiding our contact page.

2. Bear 100% of the Technical Risk

The rest of the business has enough to worry about without fearing that the website might go down. Technical risk always exists, but we aim to contain it completely within the engineering organization. There are parts of the business, like marketing, and merchandising, and design, and flagship-brand product development, that need to constantly push the boundaries and chart new territories. Then there are areas like operations, engineering, and customer support that need to be excellent day in and day out and meet their service level agreements every time.

The latter are dial-tone services. When you pick up the phone, no one at AT&T headquarters is scrambling to make sure your phone line is working. You get a dial tone and it works, every time. When our marketing team wants to run a campaign, they don't spend time wondering if operations can ship the boxes, or whether the website can handle the traffic. They know that when they pick up the phone, the dial tone will be there.

3. Say 'Yes' to the Rest of the Organization

At the risk of making a blanket statement, engineering departments tend to be the long pole in the tent. Or the the black-box where requests go to die. "Engineering says they can't get to it for a couple of week." "We can't get the engineering cycles." "Engineering says it's impossible."

Too often other departments are forced to go around engineering. At Grove, the engineering team has the specific goal of saying "yes" to the rest of the company; for being an accelerant, not a bottleneck, to getting stuff done. To succeed as a start-up you need to be opportunistic, and you need to be fast. Last minute partnership opportunity that requires a new integration? Don't worry, we'll get it done. A chance to run a timely promotion, but the site doesn't support that discounting scheme? Let's make it happen.

This aggressive stance affects how we go about building our applications. Things needs to be decoupled and flexible; quick-n-dirty hacks can happen, but we work to isolate them to one function or class so they don't pollute the codebase. We make clear to the rest of the organization what kind of trade-offs are being made in order to say 'yes', so we have the space to clean things up, refactor, and improve when we're not under the gun.

I suspect the yes-man approach sounds scary to a lot of engineering departments. The secret to making it work is that, to be fast, you need quality. Without a great automated test suite, how can you make changes quickly and with confidence? Without the ability to deploy to production many times a day, how can you respond in real-time when marketing campaigns are running? Without well-factored, simple code, how can you make changes fast enough to move the needle?

Speed and quality are two sides of the same coin; not competing priorities. In the long term, it turns out you can't actually pick speed without also picking quality, and you'd better be fast if you want to be an accelerant rather than a bottleneck.


I'm surprised that these goals, which I first laid out when we were ~20x smaller than we are today, have remained in place. Most processes break down each time a company grows by about a factor of 3, but strategies tend to be more resilient. Nonetheless, changing circumstances will inevitably require evolution. If we had a massive amount of cash in the bank, would I feel as strongly about goal #1? At some point do we access marketing channels that spike in ways where #2 is no longer a reasonable goal? What would have to change for #3 to no longer make sense?

For now, these three strategic goals continue to feel right, but there are bends in the road that are hard to see around. I'll continue to crane my neck.

1: Note these are distinct from product strategies; this is not what we are trying to accomplish in the market, or how we aim to serve customers. This is how we think about and build technology.

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