Qohash’s Military-Inspired Framework for B2B Product Development
Most founders learn product development from business school or startup experience. Qohash CEO Jean Le Bouthillier learned it from flying tactical helicopters.
In a recent Category Visionaries episode, Jean revealed how military planning principles shape Qohash’s approach to building enterprise security products.
The Mission-First Mindset
“The military is really effective at defining a clear mission, a clear outcome, and then organizing everyone around that goal,” Jean explains. This mission-driven approach transformed how Qohash thinks about product development.
The insight came from Jean’s experience in tactical aviation. “If you’re sitting in the helicopter, it’s no longer theory. Your ass is on the line, so to speak.” This reality forced a disciplined approach to planning and execution.
Planning for Real-World Complexity
Jean’s military background provided unique insights into enterprise needs. “I worked on various projects of operational nature tied to my background as a pilot, but also in technology,” he shares. “I was tied to projects that had to do with common operating picture involving lots of data, because decision maker in defense always wanted more data to make better and more timely decisions.”
This experience directly influenced Qohash’s product strategy: understanding how decision-makers use data in high-stakes situations.
Alternative Courses of Action
One key military principle shapes their development process. “I always think about things. I have a plan, and also I have different courses of actions,” Jean notes. “What happens if, and this is true with every military operation, the plan doesn’t work. What are going to be the alternative courses of actions?”
This contingency planning helps Qohash:
- Anticipate customer needs
- Plan for edge cases
- Build robust solutions
- Maintain flexibility
The Timing Imperative
Military precision influences their approach to product delivery. “Coming from the world of tactical aviation, you always have to be on time, on target,” Jean explains. “Meaning if you’re going to bring troops somewhere, they got to be there. At 1215. It’s not a minute before or a minute late.”
This emphasis on precision and reliability shapes how Qohash approaches enterprise deployments, especially when “going to deploy across 50,000 users from day one.”
Looking Ahead of the Machine
The military habit of anticipating what’s next proves valuable in product development. “I’m always thinking when I do anything, what’s coming next? What’s going to happen?” Jean shares. “I’m trying to project my brain forward, and I think that’s very much a behavior that’s part and parcel of tactical aviation. You’re always thinking ahead of the machine, ahead of the mission.”
This forward-thinking approach helps Qohash anticipate market needs. Their expansion from data security posture management to AI-powered analysis reflects this principle. “We want to create an AI security analyst,” Jean reveals, describing a system that would automate risk analysis tasks.
Building for Scale
The military planning framework has supported Qohash’s growth. With “75% growth” in their recent year and expansion from mid-market to “customers with 50,000 25,000 employees,” their disciplined approach to product development is proving effective.
For technical founders, Qohash’s military-inspired framework offers valuable lessons:
- Start with clear mission objectives
- Plan for multiple scenarios
- Focus on precision and reliability
- Think ahead of current needs
- Build scalable solutions
As Jean’s experience shows, military planning principles can provide a structured approach to product development, especially in complex enterprise environments where reliability and scalability are crucial.