iSPIRT works to transform India into a hub for new generation software products, by addressing crucial government policy, creating market catalysts and grow the maturity of product entrepreneurs. Welcome to the Official Insights!
We spoke to couple of Indian product founders (who went through M&A or strategic investments) and friendly lawyers to extract advice on tips that they will keep in mind when making their next deal. Two key things emerged
Unlike a product sale where the value to different buyer is roughly the same, in case of companies dynamics are different. Here the value is completely based on what is perceived by the buyer much like art. Moreover price communication involves negotiation and it is a function of both the scarcity and perceived utility of the buyer.
Every transaction is unique and complex, complexity is one of the biggest deal killer so some forethought and operational hygiene readiness goes a long way in winning or losing a deal.
While it is hard to cover a generic playbook for point #1, some forethought on operational structure and preparedness goes a long way in increasing the odds of making deals happen. The deck captures many of these operational points.
As an eco-system builder, I’m always challenged with finding more Founders to contribute or help other early stage Founders. Normally, successful people have very little time to contribute and many a times, there is no formal platform which allows them to engage on an ongoing basis. Unfortunately, our eco-system has many fake mentors and founders who know it all 🙁
I have been fortunate to have access to a lot of Founders who are willing to help and share their learnings with early stage, growth stage companies..,but it has always been a challenge to expand this pool.
A couple of months back, Amarpreet Kalkat of Frrole had reached out to me on why most of the iSPIRT activities are focused only around Founders. How do we extend the same by involving some of the team members in a startup to leverage and also contribute back to the eco-system?
Sometime back, I got a call from Laxman Papineni of AppVirality, he came up with a brilliant suggestion on how he as a Founder would like to get more value from the heads of growth, marketing, product, tech from a well established company. I remember one of the Playbook done by Paras Chopra, Wingify in Delhi on Content marketing, he invited his head of Growth to share their learnings on what worked and what didn’t work for them. Girish Mathrubootham from Freshdesk at SaaSx3 had invited his team to share their learnings and few months back Ankit Oberoi of AdPushUp invited his colleagues to share their learnings on Content Marketing Playbook.
So, I believe there is a lot of knowledge sitting inside a company which is still untapped and the eco-system is yet to leverage that. Thanks to Laxman, who put a working document and has been kind enough to be an early customer for this beta program called #BeyondFounders.
So, What is that we are trying to solve?
If you’re a founder of SaaS company having trouble figuring/building outbound sales channel. It’s not necessary that you have to wait for Girish (Freshdesk) suggestion or mentorship, you can simply talk to the person who is incharge of Outbound sales at Freshdesk. But, how could you find them? That’s what we are gonna solve here.
Let’s just say that you have persistent problems with breaking that glass ceiling of the elusive 1K/10K MRR figure in Sales – and now you fear plateauing from here on. What if someone just showed you that small process refinement in your Sales cycle that could do the trick and turn the tide?
Apart from Sales, we would like to explore areas like Product Management, Operational Excellence, Growth Hacking.
How do we solve this?
BeyondFounders is an initiative to help startup Founders, equipped with a clear vision and a pinpoint challenge, find the right person (Founder or an executive from a fellow successful startup) to solve their burning problems.
For example: A startup founder with $10K MRR finding it hard to build the right sales process and team to scale further, is looking for an advice from Founder/Head of Sales at a successful startup who have reached $100K MRR.
The Mechanics of #BeyondFounders
How does this work? – Entrepreneurs-in-need fill a detailed form about themselves, their startup, stage they are at, challenges they face, who would they want to talk to (if any preference, so we can request them), etc.
Is this FREE? No, you would be paying back to the community by helping your fellow Entrepreneurs-in-need.
Mentors:
Why should I help? What’s in it for me? You would be really proud helping build a great company from India. Entrepreneurs would appreciate your time and valuable suggestions and may give credits wherever possible. As a Mentor, we expect you to spend at least 60-minutes per week, whenever possible.
You, as a mentor, can either give in-person slots or virtual (Phone/Skype/Hangouts).
If you would like to contribute as a mentor, do send out an email to me at avinash(at)ispirt.in on where you would like to help, the startups that you are currently with and what kind of startups would you be keen to help.
Entrepreneurs:
What type of questions can I ask? You should be really really straight with the challenge/problem you’re facing. You can’t come up with a broad problem like “How can I improve my revenue” or “How can I scale by tech infra”. Instead, you should come with questions like “I’m doing XYZ already, how can I generate more leads via outbound” or “How do I improve API response time handling data update asynchronously”.
If you are a startup who would like to be part of this program, do fill out this form, we are only looking at doing a beta program with 5 companies for the next 3-4 months. Please apply before 20th February 2017. We hope to start the first batch of 5 companies by 2nd March 2017
If you would like to volunteer and help in this program managing this, do write to me at avinash(at)ispirt.in
Thanks to Laxman Papineni of AppVirality whose brainchild this program is. Hoping that you can leverage and also contribute here.
I missed the 4th anniversary celebrations of iSPIRT in Bangalore today as my father has been unwell for the last couple of weeks and I have been avoiding travel. I thought it will be good to refresh my memory by reading up some of the old emails and also share the journey of the 9 months of preparation before we officially launched iSPIRT. In the early months we called ourselves as SPIRT — Software Product Industry Roundtable.
iSPIRT officially got launched on 4th Feb 2013 after missing the launch date on 26th January 2013. You should read up the annual letter issued today which talks about the journey, the good progress made and why India has the potential to innovate for the next six billion.
Why I started?
The idea of setting up a product body came about after I ended my ten-year stint with NASSCOM in February 2012, where I was lucky to have worked closely with a number of inspiring individuals in the software product space. While my next career milestone took me back to the corporate world at One97 and I remember Paytm was in the early day: I never knew VSS would make it so BIG one day.
The desire to contribute to the start-up and software product eco-system in the country never left me. This desire in me forced me to reach out to Vishnu Dusad, MD of Nucleus Software. I met him at his office and he encouraged me to stay focussed and he will put all efforts behind convincing and engaging with people like Bharat Goenka of Tally & Sharad Sharmawho chaired the NASSCOM Product Council.
While I was at One97, I had a candid conversation (of leaving One97. I was just 3 months in the system) with Vijay Shekhar Sharma about my passion as I didn’t want to be unfair to a friend who had offered me a job when I needed. I still remember the brief conversation that I had with Vijay where he said “You go ahead and follow your passion, I will support you in whatever you do, be it on the rolls of One97 or outside”. I think that was a big commitment, I know very few people who can do things like that. He said — don’t worry about sustaining yourself, I will take care of that, you go and follow your dream.
I still thank him as he was the first person who freed me and became the angel for the Product mission.
How the key people came together
Vishnu was able to convince Bharat & Sharad that it was time to focus on creating something unique for the Software Product companies in India. We also engaged with Pari Natarajan of Zinnov as he had a good understanding of the ecosystem and also knew some of the gaps that had to be filled. I remember, we did few calls and everything would stop for few weeks as people got busy. I had to again nudge people so that they start contributing back. Many a times, I thought it was difficult to pull something together, but something inside me didn’t allow me to stop.
We always were trying to identify more people, but early on someone had suggested that it is better to start with a small team and then keep adding more people. I remember in one of the calls, how Bharat had motivated me by giving some valuable advice. I remember I had written it down somewhere, but it was more on the lines of when you have a dream and when you discover your mission, it will fill you with enthusiasm and a burning desire to work on it. It was always good to hear Bharat on how much passionate he was for India and for Software Products from India.
Once everyone was aligned, we virtually laid the foundation for SPIRT on 15th August 2012 where Bharat & Sharad met at the Tally office and Vishnu and I joined on the call from Delhi. I came officially on board after that.
How we ideated on the mission and the core beliefs…
After lot of back and forth and around 8–10 calls, we arrived at the Draft 1 of what SPIRT should be focussing on. Once in a while, we would also get an outsider to share their perspective and we got advice on how to create another trade body on software products. I’m glad we did not go ahead with the trade-body concept and created a think tank thanks to Sharad.
Also, since most of the conversations were done on phone, i don’t have any photographs of the team in the early days. Normally, startups always show their photographs from the garages 🙂
Sharing what Pari of Zinnov had put together on. Since beginning, we had lot of confusion on the name, as you can see, SPIRT became SPIRIT 🙂
In one of the initial meetings, it was decided that we will be taking the 3 pillar approach — Policy, Market Catalyst & Playbooks. This was articulated beautifully by Sharad and what SPIRT would be focussing on..
Over the period of time, Bharat, Sharad and Vishnu crystallized the vision and we put together this document, although I remember lot of efforts went behind this.
Launch of ProductNation — the community for Product Founders
Once the core team had decided launch the mission, I was assigned the task to build the community for software products. I remember i had proposed few names to Sharad out of which ProductNation was picked up. The other two names which were close were ProductoNomy.com & ProductsFrom.In
The other list which got dropped was:
TheIndusValley.com & theindusvalley.in are available (this is inspired from The Silicon Valley).
The ProductNation Blog was launched in the first week of September 2012 and I was fortunate that many product folks came and supported this by writing blogs, doing interviews and few meetups.
One of the early versions of the ProductNation newsletters
This is a writeup that I had done at that time
Productnation aims to be a forum for these individuals to contribute their points of view and opinions and energize the software product industry with their passion for enhancing the product eco-system. The citizens of this great “nation” bring experience, diversity, information, knowledge and cut across caste, creed, race and color! In a nutshell, Productnation.in is by the product guys, for the product guys.
The initial name was SPIRT and why we changed to iSPIRT.
Sharad came up with the name of SPIRT which stands for Software Product Industry Roundtable. I guess after few weeks, Sharad came up with this beautiful analogy of why a think-tank positioning is better than the trade body approach. He had all his facts & data ready with him and others also agreed and we were all set.We tried the following domains early
SPIRuT.in (Software Products Industry RoUndTable )
But when we applied for the name at MCA, it got rejected twice and that’s when we thought about adding i for India. Luckily, the third attempt(i was told it is the last attempt) was successful and we got the name registered as Indian Software Product Industry Roundtable Foundation and called it as iSPIRT Foundation. I added the i in the name 🙂
the first version of the iSPIRT website
We again had a tough challenge in getting the domain as someone had registered ispirt.org and few other domains that we wanted. I also wanted to block ispirit.in as many people continued to call us iSPIRT(with the I) in the end.
Joy from WoodApple, a dear friend helped us with the design of the iSPIRT logo…and you can see the wonderful options that he created and I think we picked up the best.
Joy put his heart in designing the logo which is why it came out so well. We didn’t do any iteration, change of colour, style nothing. We just picked one of them.
How the funding happened…
It was clear that iSPIRT will not be a trade body and will not have members. Instead it will be funded by grants and contributions from products firms and individuals. So, we made a list of 30–35 product founders in the month of December 2013 and started to reach out to them.
VAS: One97, OnMobile, NetCore
SaaS/PaaS: OrangeScape, Zoho (has announced India launch)
Most of my meetings with Sharad would happen at KGA, that was the place where all discussions would be done on the donor funding.
In the first list, I remember we had not even put Freshdesk and today, you can’t do anything in the product eco-system without the Girish’s touch. So happy to see that Girish has built a powerful brand in the last 4 years.
This would be a 20–30 minute led by Sharad on why we are setting up iSPIRT, how it will be different from a trade body model and how they can be part of this movement and support it. To our surprise, most of the founders believed in the story and came forward and donated money to iSPIRT.
Some of the meetings in Bangalore were face to face whereas the meetings in other cities were on phone. The meeting with Naveen of InMobi was pretty good as he gave us lot of insights on what kind of companies/Founders we should be adding in the first 30. The meeting with Shashank of Practo was also insightful as he shared some pain areas of a growing startup and no help he was getting from the eco-system.
The meeting with Pallav happened at Mainland China and Pallav was on full fire, he asked so many tough questions on why we are starting? 🙂
The conversation with Suresh of Orangescape was the easiest as he was one of the early guys who always believed and supported the work been done by us.
I remember collecting 4 lakhs form companies which were in the early stages, but believed so much in the mission, that they did not even question us on the mission or on where the money would be used.
Before the launch, we had 30 founders who had signed up for the mission and came for the first meeting scheduled at Pramati’s office in Bangalore.
The Launch
We had most of the founders who attended the first meeting on 4th Feb, some of them flew from different places to be part of the meeting. You can see some photographs here. It was good to share the mission, what we had planned to do and also how we were planning to execute it.
The Founder Circle at iSPIRT launch on 4th Feb 2013 at Pramati office
Before the launch, Sujit John & Shlipa Phadnis of TOI did a breaking story of the launch by calling it as 30 software product firms break free from Nasscom. This created lot of issue for me & Sharad as both had played an active role in NPC and the EMERGE forum.
Luckily those days, I think @Sumanthr was not active or he did not notice us and hence we never got some mileage 🙂
When we launched iSPIRT, I remember after few weeks we had Manish Bahl of Forrester questioned that iSPIRT will not be able to make an impact as it is driven by volunteers and doesn’t have a proper secretariat, etc. Based on his blog post, i remember there were couple of stories written about iSPIRT as why we might not be able to do what we have set up as a mission.
Surviving and thriving against all odds!
Initially, some of the leaders also thought that iSPIRT will be an experiment for 1 year, if it worked, we will continue, if it failed, the spirit will just evaporate 🙂 I’m glad that we continued the spirit and good to see the movement has taken off. I can see that now we are a large number of volunteers with many initiatives and happy to be one of the volunteers part of this amazing journey, onwards to many more years of thought leadership as #iSPIRTturns4. It has been an awesome journey!
Special thanks to my friend Sairam who did take a look at the blog inspite of his offsite.
Know Your Customer (KYC) is essential for obtaining Financial, Healthcare, Insurance, and Telecom services around the world. In the Indian context, until Aadhaar opened up its APIs, KYC was a laborious process costing billions to services providers and inconveniencing customers with a mountain of paper identity documents. The thoughts here are confined to the Banking sector but applies to other sectors equally.
eKYC “assisted”
With the advent of electronic KYC or eKYC using the Aadhaar biometrics platform, things haven’t changed a lot. It certainly has reduced paper documents. However, eKYC is still done in “assisted” mode – meaning either the customer has to be present at the Bank or a Bank Executive has to reach the customer to collect the biometric data. Besides, in most Banks, a paper trail is still maintained despite the biometrics data – reasons best known to themselves. What was costing the Banks earlier is what is costing today – perhaps more with the new biometric devices and the cost to maintain them.
eKYC “unassisted”
The Reserve Bank of India (RBI) took a significant step in December 2016 to allow opening of deposits and borrower accounts using OTP based eKYC, albeit with some restrictions (RBI notification on 08 December 2016, Chapter VI – Customer Due Diligence (CDD) Procedure – Clause 17 and 38 amendments). This has opened up the opportunity to provide this service to customers at the comfort of their homes at a vastly reduced cost to Banks. This would satisfy the two-factor authentication needed by RBI and would suffice to open an Account. However, with increasing volumes (500 million eKYCs projected for 2020 by UIDAI), and the possibility for this service to be abused through third party fraud, this would need additional authentication to ensure that the person completing the transaction is who he really says he is (as close to a physical check).
eKYC “unassisted” with three factor authentication – Aadhaar, OTP and Face Biometrics
To solve this particular problem, FRS Labs rolled out the “Atlas eKYC” solution – fully integrated with Aadhaar – with face biometrics as the third factor of authentication (watch the 60 second video here). While the face is captured by UIDAI as the third biometric element (fingerprints and IRIS being the other two), RBI has not mandated the use of face for biometric authentications – for reasons that face is considered not as unique as fingerprints and certainly not IRIS – and the false acceptance rates (e.g. twins) could be high and that people’s faces change over time – but as always research contradicts this notion and there are plenty of evidence to prove that face is a reliable biometric feature. And it can only get better.
Notwithstanding, RBI has not specified that face could not be used if a commercial organisation wishes to do so as additional factor of authentication to protect their businesses and consumers, so long as the mandatory 2 factor authentication is in force. In a similar tone, RBI has not ruled out authenticating customers using their voice (another biometric element not in Aadhaar). ICICI Bank and Citibank have rolled out voice biometrics to authenticate customers to call centres is a case in point – It is still two factor authentication (the registered mobile phone as the first factor and the consumer’s voice as the second factor of authentication). Therefore, there is a great opportunity here for Banks to provide face biometrics as the third factor of authentication for secure “unassisted” OTP based eKYC without the need for biometric devices. I can only begin to image the convenience for consumers and cost savings for Banks.
Just about two months ago, the nation attempted the massive ‘demonetization’ initiative at an unprecedented scale to clean-up illicit money and move towards greater economic equity and justice. As a consequence, the realm of digital money management and transactions saw a burgeoning growth and needless to say, this accelerated the vision of ‘Digital India’, the India where technology and digitization makes every facet of life for a common man, easy and empowering. This is becoming a global phenomenon as a recent report from Accenture found that global investment in FinTech has skyrocketed from $930 million back in 2008 to over $12 billion by the beginning of 2015.
Alongside digital payments, the nation also takes pride in harboring FinTech initiatives working wonders on the ground, in the areas of banking for the unbanked, micro-loans, credit-free schemes, micro asset-management, and a portmanteau of other technology-powered solutions/models that are serving the unreached. Recognizing these FinTech entrepreneurs, the 6th edition of Action For India Forum, is on a mission to help Indian social innovators overcome barriers to scale and achieve greater impact.
Though this exclusive invite-only event (taking place on January 24th & 25th, 2017 in New Delhi) that brings together 100 leading social innovators (with FinTech as one of the six sectors of focus) along with 100 “influencers” (from the realms of impact investment, philanthropy, government, technology and public policy), it aims to bring together a stellar set of handpicked start-ups and provide them with a platform to further partnerships, investment and growth. The applications to be a part of the esteemed Forum, are still open for all the promising FinTech startups.
It is at this event that the most promising social entrepreneurs are selected to be a part of a two-week all-expense- paid trip to Silicon Valley through the Silicon Valley Challenge (SVC).
I have known Nikhil for 10 years and have the highest respect for him, after Om Malik he is my most favourite technology journalist for his deep and incisive views. I also admire his courage to deliberate topics which are normally deemed outside the ‘overton window’ (non discussable topics)
So despite the rant I had to sit down and had to think on this because this is Nikhil asking these questions. However after reflection I found that I can’t agree with him on several counts, well this is not our first time 🙂
I also feel more compelled to do so because while he talks technology & politics in the title of his post but it seems to be a complaint against iSPIRT. And I am on the side of iSPIRT, have been part of iSPIRT from the day it officially started and many years before that. Moreover now I am a full time ‘Fellow In Residence’ since last four months running the M&A Connect program.
His rant has many factual errors including about UPI that Nikhil Kumar already points out in his tweets.
If I understand it right the following seems to be major points he rants about
Unsettling adoption pace in Digital Identity & Payments
Muddled debate on digital colonization
Subversion of choice in technology diffusion
Close relationship of technology and politics
Technology is the yin, policy the yang of new markets
Technology as Kevin Kelly beautifully points out is a force of evolution, it is an unstoppable force of nature. Definition of politics or policies in this context is it is allocation of scarce resources in the face of change. Technology creates new possibilities while policies moderates those by setting up the new rules of game. Looking across time or geography this relation has been so empirical that technology and policy have been the yin and yang of new market creation.
Sometimes policies or regulation kills a market. Peer to peer music file sharing – Napster anyone ? DMCA killed it. Closer home about 5-7 years ago every mobile payment startup in India died because it was not clear who defined the policies when it came to mobile payments (RBI or TRAI)
Over time this is the reason why the ‘challengers’ just like the ‘incumbent’ have learnt to engage not only to understand the new game (technology) but to also influence the rules of the game (policies). More pronounced recent debate of defining the rules of the game for being challenger friendly is Net Neutrality of which Nikhil was the chief crusader himself.
Makes me wonder what makes one crusade(er) more noble than another.
Poor understanding of Digital colonization
Digitization is going to happen to everyone in the world, that is the force of technology. Digital or not is not the choice we have, how in the new digital world can we influence net positive societal impact is a more apt question.
I am not in favour of a state hand in speeding the process of digitization but in the digital world does one want to be in control of a private hand whom you can’t influence. I would rather prefer to yield in to the power of who I can vote out not a global private lord that dictates a feudal system.
In face of creative destruction it is indeed the responsibility of the state and the society to rehabilitate the farmer or the cobbler that loses a job because of change in technology. To shoot the messenger that warn about the creative destruction and is helping preparing everyone for the change is naive.
Dealing with Illusion of Choice
It is easy to score a debate by calling something as ‘attack on choice’. In world with natural monopolies (key digital infrastructure) options out there are merely illusion of choice. Many other countries are discovering now that Google, Facebook control identity than most countries would like to yield it. These countries have already yielded their choices and data to large corporation. Internet is fundamentally a aggregation of private data which is retailed to highest bidder. Due to India’s ability to leapfrog an architecture around data for the first time we can even enter into a dialogue about data and privacy. The debate and the policies on this has not been settled. Questions on these are great, rolling sleeves with an alternate solution even better. Standing by the side and only complaining the least useful.
Debating Issue Vs pointing fingers without facts is not cool
People in iSPIRT are rooting for positive change like Nikhil and everyone involved feels responsible for the consequence of change that takes place especially those that get influenced by them. They think deeply about the societal impact and have had major share of disagreement with the Government as well. To cherry pick links and blog post to say things iSPIRT is very close to just one stakeholder is totally unwarranted and uncool.
India stack – one of four building blocks for Product Nation
iSPIRT is a part of the ecosystem and works with everyone within it – entrepreneurs (entire spectrum of ‘new’ to ‘seasoned’ ones), policymakers, global corporates, academic researchers, developers, investors, banks, other industry bodies, global think tanks and more.
The vision for iSPIRT is building India as a Product Nation, our thoughts captured in the annual letter 2016 here. For realizing that vision building public goods is a declared motto. Four type of these building blocks of public goods is Technology (India Stack), Policy , Market Catalyst (InTech50, M&A Connect), Playbooks (Roundtable, PNGrowth, iKEN). Belief systems formalized to make this happen as credo has stood us for last four years.
As much impact as India Stack if not more is happening in other blocks as well – Innofest that is championing support of grass root innovators that will help build the ‘India 2’ (beyond metro) market. A fintech leapfrog council (FTLC) that is helping public sector banks navigate the nonlinear change, a huge step in helping banks arrest the negative impact of technology disruption. Startup Bridge India a roadshow for Indian startups in the valley declaring the arrival new global category leaders from India that silicon valley should take note of and partner. Helping grooming the next ring of category leaders in India through PNGrowth bootcamp led by practitioner entrepreneur who are few years ahead (senior doing group study for juniors). How do we know that this is creating an impact, NPS (Net Promoter Score) of each of the initiative hovers around +80.
Of course iSPIRT works with policy makers as well to ensure that when rules of game are drafted the challenger is not endowed with a structural disadvantage. When iSPIRT supported Nikhil on similar rules creating exercise with respect to Net Neutrality I do not understand why engaging other stakeholder should not be done.
Summary
I have gone through many red pill moment myself to later realize that it is also recursive, it feels smart to have the first red pill moment but is humbling when there is realization that there is a red pill’s red pill (Matrix Revolution gives a more detailed picture than just the first Matrix movie). In times of unprecedented change cognitive dissonance is bound to happen, wisdom is measured by how much cognitive dissonance one can handle.
“Nikhil, do continue to ask tough questions on important topics regardless of how discomforting they are, for we all will benefit by finding answers to it. However to attribute wrong intent to people and organization especially without facts is uncool even in a rant for you have been the gold standard of teaching India to form points of view supported with facts.
Also I would encourage you to define why should one crusade be called more noble than another one”
Robots, Drones, Electric Bikes, 3D printers, Modular Homes – It’s all Happening in India – #IndiaInnovates
The Indian Software Product Industry Roundtable (iSPIRT), a think tank dedicated to the cause of the Indian Product Industry, held its flagship event InnoFest 2016 in Bengaluru. This unique event was inaugurated byMr. Mohandas Pai, Chairman of the Board, Manipal Global Education. The one day long festival focused on hardware innovation encompassed inspirational talks by industry leaders, sessions by key innovators, a panel discussion, a product showcase, workshops, a DIY pavilion and makerspaces. Mr. Mohandas Pai and Vijay Shekhar Sharma, Co Founder Paytm, delivered the opening address.
InnoFest 2016 had over 1200 registered participants and showcased 150 products and innovations. The event featured 10 Workshops, 12 DIY Pavilion participants and 2 Community projects, wherein the audience could actively participate. Over 35 Speakers addressed the huge gathering of budding innovators, manufacturers, techies, entrepreneurs, students, professors, researchers and representatives from the financial sector. A significant number of participants were women entrepreneurs and innovators.
In his keynote and inaugural addressMr. Mohandas Pai, said, “More often than you think, innovations are stemmed from an idea that provides a solution to recurring and nagging problems that you may face personally. To translate that idea into a product and a business, requires an eco-system to support it and reach-out to the markets. InnoFest provides that platform and unlocks a plethora of opportunities. It is imperative that successful innovators need to foster other innovators and harvest benefits collectively. I’m elated to say that InnoFest is turning out to be a hub for innovation led entrepreneurs.”
InnoFest 2016 showcased exciting innovations such as a Sumo wrestling Robot, electric bikes, modular portable micro housing units, a 3D selfie maker, digital microscopy, 3D printers, pop up makerspace, farming tools, healthcare devices, education products, green energy equipment, environment related products were just the tip of the iceberg.
InnoFest also had a host of mentors who were available throughout the day to have a one-on-one discussion with participants. A workshop focused on providing a clear understanding of Entrepreneurship for early entrepreneurs and novice entrepreneurs was a runaway hit.
A key element that innovators grapple with is Funding, InnoFest featured a session on funding resources for early stage Hardware Entrepreneurs, Crowd Funding, Challenges in obtaining Grants and Equity Funding.
With the Make in India movement gaining momentum a session on Building Hardware Businesses in India/from India, enlighten the participants.
Mr. Sharad Sharma, Co-Founder of iSPIRT and Convenor of InnoFest, said, “India is on the cusp of a business revolution. We are going to see a spurt in the manufacturing sector addressing basic human needs air, water and food. Today’s innovators are going to be the leaders tomorrow. Events such as InnoFest will be pivotal in providing a jump-start to budding entrepreneurs.”
The Patrons of this event were Mr. Amitabh Kant CEO, NITI Aayog; Mr. Jayant Sinha, Minister of State for Civil Aviation, Government of India; Mr. Nandan Nilekani, Former Chairman of Infosys and Former Chairman of UIDAI; Mrs. Kiran Mazumdar Shaw, Chairman and Managing Director of Biocon and Mr. Mohandas Pai, Chairman of the Board, Manipal Global Education.
InnoFest was concieved as a day-long festival of ideas and inspiration that will exponentially multiply innovation across the country and make India into a Product Nation. Our research shows that there is a need for a strong support ecosystem for hardware innovators similar to that available to software innovators. InnoFest seeks to bring together the multitude of partners needed to build such platform that encourages and supports grassroots innovators from ideation to realization to growth. iSPIRT strongly believes that a robust product ecosystem is the key to rapid growth across the country.
In case you are a manufacturing company beginning to explore how investment into Artificial Intelligence and Internet of Things could help your top and bottom lines, you may already have fallen behind. The fourth industrial revolution or the ‘Industry 4.0’ is already upon us and the opportunities to completely transform the way we carry out production are limitless. Industry 4.0 may be broadly defined as a collective term for a number of contemporary automation, data exchange and manufacturing technologies. It is characterised by a diminishing boundary between the cyber and physical systems to enhance productivity and reduce costs. ‘Smart’ and ‘Connected’ are two of the most important keywords in the new industry universe. Smart takes us into the domain of Artificial Intelligence (AI) while ‘Connected’ is more a purview of ‘Internet of Things’ (IoT).
‘Smart’ – A detour into Artificial Intelligence
AI finds its roots way back in 1956 when the name ‘Artificial Intelligence’ was adopted or even further back with Alan Turing in 1950 or in 1943 when McCulloch & Pitts introduced the Boolean circuit model of brain. It’s still however, a little difficult to settle on one universal definition of AI. For our purpose we may define AI as the development of computer systems able to perform tasks normally requiring human intelligence. These may include (but are not limited to) visual perception, speech recognition, decision-making, and translation between languages. More passionate people define AI as the ability to ‘solve new problems’.
The lack of one single definition has not detracted investors from recognizing the potential of AI and they have been pouring in money like never before. As per Zinnov Consulting, in the last 5 years alone, investments in AI have grown ten-fold from USD 94 million in 2011 to USD 1billion in 2016. As per CB Insights, the equity investments in AI were North of USD 2 billion in both 2014 and 2015. We may attribute different ways of defining AI to different investment figures, however we can agree that investments have sky rocketed. While, Venture capital firms have obviously been at the forefront in backing early stage companies, the high corporate interest in acquiring AI start-ups has also led to a buzz in the M&A markets. Some of the biggest acquirers in AI include Google, Apple, Salesforce, Amazon, Microsoft, Intel and IBM.
India is holding its own in terms of AI related action. As per Zinnov, India has emerged as the 3rd largest AI ecosystem in the world with 170 start-ups. Niki.ai, SnapShopr, YANA, HealthNextGen, Aindra Systems, Hire Alchemy are some of the notable firms trying to disrupt the value chain across sectors. Global technology companies have acquired more than half-a-dozen India based AI start-ups in the last 18 months. It’s not all one way traffic. Indian IT services firms like Infosys (UNSILO, Cloudyn, TidalScale) and Wipro (Vicarious, Vectra Ventures) have been looking for targets abroad to augment their AI capabilities.
Table 1: AI use cases across sectors
‘Connected’ – the Industrial IoT
The Industrial Internet of Things refers to the network of equipment which includes a very large volume of sensors, devices and “things” that produce information and add value to the manufacturing processes. This information or data acts a feed to the AI systems. As per Cisco, 50 billion devices will be connected by 2020 and 500 billion by 2030. McKinsey projects that IoT will generate 11% of global GDP by 2025. This is driven by optimising industry performance and cost efficiencies.
IIoT on the Factory Floor
The global IIoT spending is estimated at USD 250 billion and is expected to reach USD 575 billion by 2020. The key components of the IIoT ecosystem include sensors/modules, connectivity, customisation, and platform/IoT cloud/applications.
As per NASSCOM, The Indian IoT market is expected to reach USD 15 billion with 2.7 billion units by 2020 from the current USD 5.6 billion and 200 million connected units. This is expected to be largely driven by applications in manufacturing, automotive and transportation and logistics.
In India, the IIoT segment has caught the attention of the largest manufacturers. In November 2016, Reliance and GE announced a partnership to work together to build applications for GE’s Predix platform. The partnership will provide industrial IoT solutions to customers in industries such as oil and gas, fertilizers, power, healthcare and telecom. Mahindra & Mahindra’s uses bots to build car body frames at its Nashik plant. Plants operated by Godrej and Welspun use the Intelligent Plant Framework provided by Covacis Technologies to run their factory floors.
Industry 4.0 is an exciting phase and the possibilities seem limitless. The Indian government is trying to play its part through the Digital India mission. It is positively driving various government projects such as smart cities, smart transportation, smart grids, etc. which are also expected to further propel the use of IoT technology. It is imperative for the promoters and companies in the manufacturing segment to find their place in the new digital world order through organic or inorganic investment.
Think about endgame, chess grandmasters do so to win.
Studies point out that chess grandmasters visualize the chess board state few steps away to a ‘winning game’ and make moves based on memory pattern that can lead to that board state and thus help them win the game.
Many startups however operate in a game where the rules are dynamic and change unexpectedly. An unanticipated flood of competition could sweep in, or the ground gets shaken underneath because of a regulation or policy change. Due to such unpredictability most of the founder’s move is extremely tactical, the focus is in on surviving and not getting killed as opposed to planning to grow like rabbits.
Data from 20 years of startups in US suggest mean time to exit is 4th and 6th year.
Mean exit time for startups
This is simply because If investors don’t do that then they can’t return the capital to their own investors (i.e limited partners) within the 10 year fund cycle.
Same data also reveals that after 1997 there has been more exit through M&A than IPO both in terms of count and value which means that it is more likely for a startup to have an exit via M&A rather than an IPO as the most likely route
VC vs M&A vs IPO
In India with no IPO route, M&A is the most likely endgame
On decade long VC scale, Indian ecosystem is quite young and thus historical data is not available to compare however similar forces broady apply.
Also while scale can become large but technology market growth rates in India are not as fast the US. Add to this the fact there is no IPO market in India for the technology companies. Some efforts are underway to open it such as the new ITP platform by SEBI but nothing has kicked in practice. That makes M&A option all the more important to consider for an Indian startup founder.
From limited data that is available about the Indian ecosystem we can that $14.5 billion of VC money has been invested in last 4 years and $2.5b of exits have happened in the same period spread over 300 deals. This ratio are still very skewed when compared to other ecosystem.
India M&A / VC Ratio – Low
All of this build the strong case for why an Indian startup founder should think about exits via M&A
A reason they don’t think about it is because they don’t know much about exits or the playbook involved in doing that. Second likely reason could be that advisors actively discourage founders from thinking about exits by labeling them opportunistic and not being a visionary founder.
Paradoxically the right time to think about exits is exactly when an exit is not needed.
Founders should think about exit before they are forced to think about it
PS: Exit has a broader significance, applies to open source and even countries. Here is a talk by Balaji Srinivasan that illustrates the importance of exit as key lever of an healthy ecosystem
At a high level iKen is a 6 mandatory weekend (and access to an year of sessions) toastmaster style bootcamp around entrepreneurial skills.
We had a pilot session in October and glad to find many high quality entrepreneurs willing to put their weight behind this chapter to retain the essential nature of the program that is “By Entrepreneur For Entrepreneur”.
Conducting business in one’s own country is never easy, let alone conducting business overseas, where rules, regulations and business environments differ. ‘Ease of doing business’ is also an Index created by the World Bank. It ranks economies from high to low, with the former indicating easier, simpler and better conditions for business as compared to the latter, indicating difficulty in conducting business. This article aims at giving you a glimpse into the world of investing in and conducting a business in India.
Economies are ranked based on parameters such as starting a business, dealing with construction permits, availability of electricity, registering property, availing credit, protection of minority investors, paying taxes, international trading, distance to frontier, entrepreneurship, good practices, transparency in business regulation, resolving insolvency and enforcing contracts. For any business, it is important to acknowledge these factors, or at least those that apply, as they decide how easy or difficult it is to conduct or start the business in a country.
For the year 2016 by World Bank’s records- India moved up from 134th to 130th rank in the Ease of doing business Index. Among the parameters mentioned earlier, India has best ranked in the protection of minority shareholders. It has also bettered its rank in the availability of electricity, getting construction permits and starting a business. On the downside, paying taxes and accessing credit have been the most difficult for business. Additionally, two key parameters that India needs to work on are enforcing contracts and resolving insolvency, that have both been a hindrance in conducting business.
To give you an idea of how few other countries fare in the rankings; Singapore, New Zealand and Denmark occupy the first three spots in the world, whereas Eritrea, Central African Republic and Libya occupy the last three spots.
The Indian Government has taken several initiatives towards increasing the ease of doing business, here are some that deserve a mention:
Registration
The availability of www.ebiz.gov.in, a Government portal where services are provided such as employee registration, name availability, Director Identification Number, PAN, Certificate of Incorporation, TAN, RBI (Foreign Remittances), EPF, Importer-exporter code, Foreign currency – transfer of shares, etc. Making registering and running a business much easier than before.
Now Aadhaar eKYC and eSign are being used to grant Digital Certificates to directors (DSC) of the company. This process is now made paperless and takes only a few minutes.
The requirements for minimum paid-up capital and common seal for companies has been removed as per the Companies (Amendment) Act, 2015 and the process for starting a business is now streamlined.
The Indian Prime Minister has shown particular interest in building a positive entrepreneurial spirit. He launched MakeInIndia, a website helping young entrepreneurs set up, access information, and build a business of their own.
Employee Provident Fund Organisation (EPFO) and Employee State Insurance Corporation have online portals so that businesses have real-time registration, online application for clearances and payments be made through 56 partner banks.
An Investor Facilitation Cell has been introduced as a first in order to help investors and guide them through the course of their business.
Taxation
GST (Goods and Service Tax) will replace indirect-tax, to be implemented by 2017. That is the removal of several layers of multi-layered taxes and multiple tax rates into one uniform Goods and Service Tax. This will make India attractive to foreign Investors as well as boost India’s exports because of less regulatory and bureaucratic tangles.
Infrastructure
In cities like Delhi and Mumbai, online construction permits such as DPMS (Development Permissions Management Systems) are in the process of being launched. Since the permits are completely digitized, the biggest impact this will have is speeding up the process of getting a permit by 5-8 months. It will save one the trouble of meeting someone in person, which has a direct positive impact on reducing corruption, delayed work and human error to a large extent.
A business being affected by a cyber crime is every founder and investors’ nightmare. Training programmes for officers in the sensitization towards cyber crimes and related infringements is also a significant initiative taken by the Indian Government.
Special management teams have been set up to fast track and facilitate investments made to India from South Korea or Japan. The plans are coined ‘Japan Plus’ and ‘Korea Plus’.
Compliance
If your business deals with cross-border trading, you’re in luck. The Government has made the process highly efficient by reducing the time utilised at ports and airports. Necessary clearances for exporters and importers has also been prioritized. As a result of the improvements made, export and import clearance that once used to take nearly 5 and 11 days has reduced by more than half the time.
Minority shareholder’s Interests are well protected in India. Apart from ranking high on the ‘ease of doing business Index’, a greater disclosure is now required of the board members on matters of ‘conflict of interest’.
Legislations
A National Company Law tribunal and an appellate tribunal was set up to replace the existing Board for Industrial and Financial Reconstruction (BIFR) and Company Law Board (CLB). The National Company Law Tribunal was set up to resolve corporate disputes faster and efficiently, to examine existing laws that relate to winding up procedures and to suggest reforms regarding winding up and insolvency in an effort to match up to international standards and practice in this field.
The ease of doing Business in India is also about exiting a business efficiently as much as it is about starting and running one. Thankfully, the Government is soon to enact the ‘Bankruptcy Code’, which will make it easier for investors to exit a business in case of Insolvency. At present, it takes 4 years to resolve an issue related to insolvency. With the new code, time taken to exit from a business will be reduced to a period of under a year.
Foreign companies that invest in Indian businesses have contributed heavily to India’s economic growth over the past years. The Government has set up FDI and FEMA measures to increase economic activity, set regulations and caps on sectors and generate employment opportunities.
Foreign Direct Investment (FDI)
Money that India receives from investors abroad is FDI. Foreign companies that invest in Indian businesses gain a monetary advantage in terms of labour wages and benefit from the high economic growth rate prevailing in India.
The Foreign Direct Investment allowed for an entity based in another country is:
Sector
FDI Allowed
Direct route
Indirect route
Insurance and Pension
49%
Defence
49%
above 49%
DTH, Cable, sky broadcasting
100%
Brownfield Airport Projects
100%
Scheduled Air Transport Services
49%
49%-100%
Foreign Airline Companies
49% of paid up capital
Upto 49%
Marketplace Model of e-commerce
100%
Food products manufactured/produced in India
100%
Asset Reconstruction Companies
100%
Brownfield Pharmaceuticals
74%
above 74%
Private Security Agencies
74%
Non ‘News and Current Affairs’ linking channel
100%
Mining and Mineral separation of Titanium
Upto 100%
Publishing/Periodicals/Journals
Upto 100%
Publication of foreign newspapers
Upto 100%
Publication of Indian versions of foreign magazines
Upto 26%
Satellites
Upto 100%
Telecom
49%
49%-100%
Banking Private Sector
50%-Upto 74%
Banking Public Sector
Upto 20%
FM Radio
Upto 49%
NBFC
100%
Commodity Exchange
49%
(Figures as of August 2016) Source: http://www.makeinindia.com/eodb
The Foreign Exchange Management Act, 1999 (FEMA)
The Foreign Exchange Management Act, 1999, was set up with the aim of Increasing foreign exchange through increasing external trade and promoting foreign exchange markets in India. All Offences relating to Foreign exchange are considered Civil offences.
Some of the revisions in regulations of FEMA to promote the ease of doing business are:
Acquisition and transfer of fixed/immovable property – several conditions for which RBI approval is no longer required to buy immovable property outside India by a company registered in India.
Possession and Retention of Foreign currency – an individual can have up to a maximum of USD 2000 in foreign currency at any time. This applies in all cases other than if the individual is not a permanent resident of India, he obtained the foreign currency while being resident outside India or if such currency was brought in compliance with the laws applicable.
Export and Import of Foreign Currency – the upper limit of notes an individual can take outside the country or bring into India is INR 25000 (currency notes or RBI notes).
Import of Foreign Exchange – foreign exchange sent to India has no upper limit except in the case of currency notes, traveler’s cheques and bank notes. The upper limit on these types is USD 10000.
Postal Order/Money Order – any person can buy foreign exchange from any Indian Post Office in the form of money order or postal order.
Declaration of exports – for businesses that are either engaged in exports or those that are set up in Special Economic Zones or Special Technological Parks need to declare their exports backed up with evidence.
Insurance – regulations that are stated for an individual resident in India that avails a general or a life insurance policy issued by an insurer outside India and vice-versa.
Routes to Invest in India
Automatic/ Direct Route – No permission from the Central Government required under this route.
Government Route – Applications that are considered by the Foreign Investment Promotion Board (FIPB) come under this route.
Who can Invest in India?
An Individual – FCVI, Pension/PF, Financial Institutions
A Company – Non-Resident Indians, Foreign Trusts, Wealth Fund
Note: Investors from Pakistan and Bangladesh can Invest only through the Government of India. Residents from Pakistan cannot invest in Defence, Atomic, Space and other select sectors of the economy.
How to Invest?
Foreign Investors can invest in India in the following ways:
Incorporating a company – Either a ‘Private limited’ or a ‘Public Limited’ Company.
Sole Proprietorship/Partnership – Under RBI approval.
Limited Liability Partnerships – Allowed under Government Route in sectors that have 100% FDI.
Other Structures – Not for Profit entities, etc. are subject to FCRA regulations.
The steps an Investor should follow before investing are:
Identify Sector
Obtain Central Government approval if required for that sector
Transfer Funds through eligible financial instruments
Meet the stipulated requirements of the RBI Act
Registration and Document Filing (PAN, TIN)
Find Ideal Space and obtain clearances, if any
Obtain Licence(s) if required
Finding staff, paying taxes, etc
Taxation
An individual – Is taxed on the net income earned based on the tax bracket
A company – 30% tax + surcharge + education cess. Profits withdrawn are Taxed
Special Economic Zones (SEZ), Export Oriented Units (EOU) and National Investment and Manufacturing Zones (NIMZ) offer incentives such as tax reduction and tax holidays for businesses set up in such zones. Manyata Tech Park and Eco-Space are examples of SEZ’s.
Incentives on exports such as duty remission/exemption scheme, market schemes, focus products, duty drawback, etc. to increase exports.
Area based Incentives for operating in particular areas of India such as Uttarakhand, Assam, Jammu and Kashmir, etc.
Apart from these Incentives, each State Government has its own incentive policy.
It is safe to say that with the Governments several acts and initiatives to stimulate increased investment and growth, India has truly built favourable all-round business conditions. India emerged as the top destination for foreign direct investment (FDI) by capital investment in 2015, attracting $65 billion worth of investments, overtaking China and USA. Business in India? Absolutely.
Guest post by LegalDesk.com, a Do-It-Yourself legal platform for making legal documents online. LegalDesk.com helps startups with incorporation and legal documentation services. It also provides Aadhaar-based eSign service to businesses.
How should Indian entrepreneurs think about hiring and scaling teams in Silicon Valley? What are the thorniest hiring challenges? Who should the first hires be? How can founders scale culture globally?
To focus on this topic, iSPIRT organized its 2nd Bay Area playbook roundtable– “Building a supercharged team in Silicon Valley”. It was moderated by Jaspreet Singh, Founder and CEO of Druva, a leading platform startup that operates across the Bay Area and Pune. Other participants included the founders of RecruiterBox, StrikeDeck, Supply.AI,42Gears and ShieldSquare.
This blog shares themes that emerged from a discussion focused on Leadership, Hiring, and Growth.
Hiring for wartime is different than for peacetime
Borrowing from Ben Horowitz’s “peacetime versus wartime CEOs” concept, the group discussed how startup hiring is more like wartime whereas many well-meaning management principles are derived from peacetime environments, where certain scale and stability are assumed. Key ideas discussed included:
In early stages, you just need 10X type talent i.e. women and men who can scale 10X on any problem thrown at them, and those who are 10X aligned with the founder’s vision
Hire those who understand the “truth you know”, are deeply curious and aligned to your mission.
This often means talking to 3-5 candidates to find the right portfolio of skills that works for you
Using a sporting analogy, hire athletes who can scale as player-coaches, versus people coaches
Stress test in interviews with questions as “if you fail in 90 days, where will you fail”?
Recruiting is exactly like sales and founders should use all channels at their disposal including networks, investors/advisors, and personal meetings with talent in critical areas
Leadership and culture strengthen from hard Socratic questions
All the founders in the roundtable observed that scaling personally is the starting point to becoming a great leader and building strong leadership. Key ideas were discussed around how founders can scale.
How do you know that you’re a good leader? One answer proposed was “when teams consistently come to you for advice” and you can see the advice worked.
Startup founders need to balance “dictate” and “debate” – two default modes most founders fall within. Build leadership teams that counter and balance their default modes.
As startups scale, founders should scale by metaphorically poking holes (asking the right business, product, or people questions) versus having a tendency to own every key decision
If a founder really wants to go deep into a functional area (e.g. Product or Marketing) when they already have VPs, it helps to explain why the Founder wishes to own a function, take permission and build the personal trust to go back if things don’t work as planned.
In the era of Slack and smart collaboration tools, having a large span of control, e.g. 7-10 direct reports should not be a problem for most startup founders as they scale employees to >100
Rapid global scaling needs clear processes and a robust culture
When startups rapidly scale across the US and India simultaneously, it can sometimes lead to parallel sub-cultures. The group discussed some best practices that help founders scale truly global companies:
Approaches such as Objectives and Key Results (OKRs) are really helpful to institute discipline early on in a startup. Other processes can include having a dedicated person (e.g. Chief of Staff) to just own India-US communication.
Teaching employees to self-evaluate themselves towards personal progress goals is more helpful than traditional performance management practices
On prioritization, there’s a temptation for founders to take on simple tasks they know well, e.g. writing messaging copy. It helps to instead focus on difficult tasks (e.g. Quote to Cash or Demand Generation) that are critical to scaling
Within a culture of transparency & trust, it is still crucial for founders to trust but verify, because the bar of product or company quality ultimately starts and ends there
While founders offer feedback to employees, the shit sandwich (nice things + criticism + nice things) is far less helpful than being curious and just asking lots of specific question
Team and culture “pull” is like product momentum, if you don’t see it or feel it, it means you probably don’t have the right team in place yet. Teams need to really bond with each other across borders and it is critical for the US team to visit the India team (more than just India teams coming to US).
Book references
Some book references were invoked during the roundtable. Here’s a list of the books mentioned
The year is 2030. India is a developed, happy democracy. With a population of over 1.5 billion, it has become a role model for other nations, both developed and developing, in putting public digital infrastructure to enable paperless, presence-less, frictionless transactions.
The new generation does not know what a government office looks like and has not encountered government bureaucracy. Instead, what they interact with is an omnipresent, government digital infrastructure that delivers services instantly — from anywhere with no paperwork, only with their consent and their privacy protected.
We describe the typical activities of life as it progresses from the view of two generations.
The story
Radha and Rahim live in a remote village in India and are expecting their first child. The government provides financial assistance to the pregnant mother, Radha, for a healthy diet. The financial assistance is transferred to the Aadhaar-linked bank a/c using the Unified Payment Interface (UPI) infrastructure. Radha can use the money and the UPI system to pay for nutrition in a cashless manner at any shop for supplies. Her pregnancy monitoring medical reports are delivered to her Digital Locker electronically. With her active consent. she can share these reports electronically with other doctors or agencies to assist her in the decision-making process during the pregnancy period. Further, Radha can, again with her active consent, share her anonymised pregnancy reports for data analytics, which will in turn promote the understanding of major medical trends in the neighbourhood, region, state and country.
Soon, Radha and Rahim are now blessed with a beautiful girl. They name her Rani.
When Rani is just about a month old, her parents get her an Aadhaar identity. Since the day Rani started understanding concepts like her name, her identity, etc, she also knew she has a unique identity number, called the Aadhaar number. Even before she could walk, Rani had a bank account. So as she grew up, Rani would provide her Aadhaar number as part of her identity at various interaction points. Be it getting a scholarship in school, her education progress reports, her medical reports, her insurance policies, her bank a/c details, and so on, all these documents are conveniently available in here Aadhaar-linked Digital Locker. Rani can conveniently access and share these documents with her active consent.
In Rani’s mind, there isn’t much difference between a bank a/c and an email account. While one holds and transacts with money, the other holds and transacts with emails. For Rani, her Digital Locker account is the only locker she understands, and this is where she can find and keep her documents safe. She never has to worry about maintaining physical documents or their photocopies as the Digital Locker is a hassle-free system.
Rani, Radha and Rahim visit the local medical centre periodically for routine check-ups and immunization. Their medical progress records get digitally stored in their respective Digital Locker accounts. If during the medical interaction, a new doctor wishes to refer to their historical medical record, the same is available to the doctor after s/he gets active consent from the patient.
Back in the days…
Rani once went to the ‘bank branch’ to open a new a/c. This field trip was part of a ‘museum tour’ for her class to understand how banks used to work in the past. When she stepped inside the branch, she was shocked to see old photographs showing how people would carry papers and files of their identity papers, stand in long queues at the counter and submit photocopies to have a bank account opened, in the past.
In this museum bank branch, she witnessed old cheque leaflets, passbooks and various forms which were used for withdrawing and depositing money in the bank being preserved in glass displays. This was all very strange for Rani because the only physical currency that she had ever seen was in a preserved format at her home. The visit sparked Rani’s curiosity. When she got home that evening, she asked her parents about how her generation’s life differed from theirs.
Rani’s question took Radha and Rahim on a nostalgia trip to the times before 2010, when they struggled to access basic services. They narrated the ordeal they faced, starting from establishing their identity at various government departments for any service delivery, the umpteen number of photocopies of their psuedo-identity papers such as ration card, voter id, etc, that they would need to submit. In addition, since Radha and Rahim were young and would move depending on where they found work, it would be hellish to establish their identity in different cities and towns in the same country. This was so because one state would not recognise an identity document issued by another state.
Life in 2030
Soon, Rani completes her education and is skilled enough to enter the workforce. She shares her credentials with independent agencies, which anonymize her identity and add the data provided by her to the national skill registry. Such a skill registry can assist the government and other agencies to plan for skill development of the nation. Rani shares her credentials from the Digital Locker with her active consent with a prospective employer. This appears seamless now but she recalls her parents’ struggle that in the pre-2010 times, there used to be an entire industry whose job it was to verify credentials submitted by candidates for prospective employers. This so-called industry was so big that scrupulous elements would run scams of procuring fake certificates to enable unqualified job seekers get jobs.
After working for a few years, Rani decides to become an entrepreneur. As an entrepreneur, Rani interacts with various customers and vendors. She uses the UPI framework for seamlessly receiving and making payments across the country instantaneously.
Rahim often jokes about the ease of payments in the current times, describing how difficult it was to send money to his parents in their village. Today, anyone can send money to someone else by simply knowing the person’s mobile or Aadhaar number at near-zero cost and almost instantaneously. But when he was young, he would be charged 5% of the amount to transfer money, and the transfer itself would take upto a week before the money reached his parents.
Rani gets married, she receives her marriage certificate from the government in her Aadhaar-linked Digital Locker electronically. Rani was able to share her marriage certificate electronically with various authorities and agencies to change her name on documents such as her driving license, bank account, passport, etc. This ensured a seamless and hassle-free name change.
With marriage came the onus of investing in life and non-life insurance policies. Being a digital native, Rani acquired these policies using the E-KYC process with UPI framework for payments. These policies were then issued by the insurance companies and directly resided in Rani’s Digital Locker. She can access these policies from any location and at any time. The best part is that she isn’t afraid of losing the paperwork — unlike her mother Radha, who now has a special affinity for the Digital Locker.
Radha had a particularly trying phase in 2005 when a cloud burst in Bombay led to a massive flood in the metropolis. Radha’s ground floor house went under water and she lost all her documents — her identity cards, education certificates, medical reports, insurance policies. She had to run from pillar to post at several agencies and government offices for an entire year after the floods just to obtain a copy of all the washed out documents.
Every time Rani recalls her mother’s tale of ordeal, she feels blessed to be born in the current time.
The safety of the digital locker makes her sleep peacefully without worrying about paper documents, and being able to share these conveniently with consent. The removal of the big payment processing hurdle has ensured that Rani focuses her energy on improving and expanding her business to serve the larger society. Macro data analytic trends helps her plan for what the society needs and be assured that her services will be required in the future.
Conclusion
India Stack is the term given to a bunch of public digital utilities that have been created by the government since 2010. These include:
1) Aadhaar – a biometric-based, unique identity platform, with a facility to authenticate online
2) E-KYC – A service which empowers an Aadhaar-holder to share his/her Know-Your-Customer information electronically with active biometric consent
3) E-Sign – An online electronic signature service, facilitated via E-KYC to digitally sign a document
4) Digital Locker – A mechanism to issue government documents to Aadhaar-holders in electronic format for convenience of storing and sharing when required
5) Unified Payment Interface (UPI) – A payments architecture that enables universal electronic payments that are cashless and promote financial inclusion
In the pre-IndiaStack days, there was much friction in every transaction of routine business. Concepts like data analytics on anonymized records for prediction could not be envisaged. The extensive adoption of IndiaStack makes all these benefits a reality.
There’s a belief globally that we have a burgeoning middle class in India — and we’re following in the footsteps of China’s massive change from immense poverty to a stable middle class.
But that’s really not the case. There was a very interesting article onScrollsome time back explaining this.
According to the article, “China…saw its middle-income proportion go up from 3% in 2001 to 18% in 2011.” This growth in disposable income, coupled with technology, fueled growth in consumption, most probably with some visibility of profitability for businesses in the country.
In India this hasn’t happened.
“All those stories about India’s burgeoning middle-class have little to do with reality: India is, as it has always been, woefully poor.”
Instead, it seems that the major shift that’s happened is the really really poor are now just poor. And no where close to being determined middle class by any definition. The article does a good job of showing how middle class globally is defined.
Here are a couple of charts showing this move.
We don’t know how fast this low income bracket will start moving into middle income, but my guess is quite slowly. There is a lack of education, lack of opportunities, and lack of incentive for anyone in a position of power to do anything drastic about it. And even if we were motivated, these things take much more time in multi-party democracies like India vs countries like China.
If this is the reality, it’s going to be tougher and tougher for transactional business dealing with consumers (like ecommerce) that make money on delivery/logistics to grow in spite of this long term. Here’s why.
Today, the average take rate (the percentage of each transaction companies make to run their businesses) isn’t sufficient to cover costs related to the transaction. Yet, the take rate as a percentage of the cost of any one item is so high that it’s difficult to imagine most companies being able to increase it. On average companies charge a 10/15% take rate. How realistic is it that any consumer will be willing to pay 25/30/40% extra on top of the cost of an item? Probably not that realistic.
It gets worse. Logistics costs are going up. Believe it or not, ecommerce players have been lucky with overall delivery costs so far. They have spent on everything except their front line. And that’s showing. We’ve seen the repercussions of this at Flipkart already, and things are going to change really fast — starting with delivery staff salaries. So, even increasing take rates (as unrealistic as that sounds) will only help maintain present losses.
Seems like an impossible problem to crack, right? Well, it gets worse because scale doesn’t solve the problem. All these businesses need a substantial offline operational capability. As a result, they get little benefit from growing because they keep needing to add people, delivery centers and other logistics related costs.
And now, to top it off, they’ve been marketing to a middle class that is significantly smaller than was originally imagined. Most people can’t afford as much as online companies need them to — meaning the size of every transaction is only going to get smaller. And since take rates mostly work as a percentage, they’re going to reduce. In fact, it’s very possible that the take rate percentage itself will be under pressure to reduce. And all the while, customer expectations on quality service and delivery will remain the same.
So how do you make up the income? Ad revenue? How realistic is that ad spend in the country will go up any more than marginally anytime soon? How realistic is it that any ancillary revenue streams will make up enough of the short fall? Seems far fetched to me.
It’s actually really unfortunate. There are so many businesses that we truly need in India, but the majority of us can’t afford for them to be as efficient as they are today. How long will this gap in affordability and convenience be funded by private equity? My guess is — not long enough. (But as a consumers, I’m going to enjoy it while it lasts.)
From what I can tell, as bad as the margins are for these businesses, this is the best they will ever be. And that’s scary.
IndiaStack can enable the government, the citizens and entrepreneurs to interact with each other through an open digital platform.
At a time when financial technology is changing the face of Indian banking, the government is looking to bridge the digital divide.
The biggest hurdle here is paper-based authentication and approvals. To bridge this gap iSpirt is working with various government agencies to develop IndiaStack.
What is IndiaStack?
IndiaStack is a paperless and cashless service delivery system being conceived by a digital think tank iSpirt. It can enable the government, the citizens and entrepreneurs to interact with each other through an open digital platform. It is the largest application programming interface that is being developed in order to enable 1.2 billion Indians to get access to goods and services digitally.
When was it started?
It was conceived by the government of India in 2012 when they realised, in order to help services reach the last mile of the Indian population, it needed private technology solutions to be built on the Aadhaar database. The project is being pedalled forward by Nandan Nilekani the ex-chief of Unique Identification Database Authority of India, who describes it as the “Whatsapp moment for Indian banking”.
Why is it essential?
The government has been striving for a less cash economy to prevent pilferages and last mile connectivity of financial services. While the Aadhaar database allows users to complete all KYC requirements, there is still a gap in getting approvals because of the need for a signature on paper.
IndiaStack will be able to bridge that gap through its digital lockers which will allow for digital signatures and seamless API (Application programming interface) integration for authentication through eKYC.
How will it be designed?
IndiaStack is conceived as a pyramidal structure based on the Aadhaar database as the base and unified payments interface (UPI) that is being developed by NPCI (National Payments Corporation of India) as the top. The two middle stacks comprise digital signatures and eKYC.
Nilekani has explained that with the help of digital signatures customers will not need to actually sign a paper document, instead it can digitally sign it by using a smartphone. eKYC will also enable the identity of the customer to be determined digitally as well.
How will it be beneficial?
The biggest benefits could be completely digital payments through the UPI infrastructure for a less cash economy. Also, loan approval through eKYC and digital signatures could be done faster in a paperless fashion. Both these steps can bring people without access to digital payments to come within the digital fold.
Hiring for wartime is different than for peacetime 
