If I had asked people what they wanted, they would have said faster horses There is a pretty high chance you have heard the quote and an equally good probability that you yourself have used it to support or demolish an argument on “customer knows best”. It is quite interesting to note how quotes …
Customer Feedback: How To Collect And What To Do With It
Customer feedback is gradually becoming the cornerstone of growth initiatives. A new research published in the Harvard Business Review found that the act of just asking for customer feedback in itself is enough to help keep customers satisfied and coming back for more — even when they do not respond to your request. Several theories of consumer …
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The Making of #PNcamp3 #Hyderabad
Just came back, feeling happy, from Hyderabad after doing the #PNcamp3. The drive from the airport in the evening to Gachibowli was pleasant and I got to see lot of construction in the city. I felt like I was driving in the Silicon Valley highway with wide roads and people driving in their lanes. In …
The curious case of B2B SaaS Startup’s inside sales and marketing
Amazing but how? This question pops out of every startup founder’s mind while reading success stories. Persistence, determination & hard work, great to know, but nobody tells the real thing. Where are the techniques? With any magic, the logic behind is what a technician always looks for. So, where is the secret formula of startups …
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Forget the Product, Obsess about Customer (Problems)
Attending a #PNCamp is like going to an amusement park. You know you are going to have a great time. But everything that happens still manages to amaze you in a way you do not expect. In this post, I will share my experience at the recently held #PNCamp3 at ISB, Hyderabad. This was the …
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On Organizations and Lessons from the Industrial Revolution
The Industrial Revolution was possible because organizations could be built and managed effectively. Today too, problem #1 in business is creating the organization in the right way. changing landscape, in the 19th century (photo credit: thomasgenweb.com) The first time I saw this chart below, a light bulb went off in my head. It shows the …
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Diversity with Collaboration Unlocks Innovation and Drives Business Growth
“Diversity is an intellect multiplier, especially when the diverse groups can collaborate well” – Mark Sareff This year the International Women’s day was a different experience for me, no panels stating gender diversity facts most people are painfully aware of. Instead I had the proud privilege of being invited to do a fireside chat and …
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Product Led Growth
The software product industry is swiftly graduating from desktop to cloud based applications. Interestingly, there is also a hand-in-hand shift in the associated sales and marketing strategy around these products. Till some time back, a typical B2B sales cycle was heavily dependent on building relationships, and hand-holding the prospects through the product implementation. In this …
Dear founder, have you got your contracts right?
Most probably a bad contract is at the heart of the Stayzilla (SZ) and Jigsaw Advertising (Jigsaw) dispute that’s a hot topic of discussion for the members of India’s fast growing startup ecosystem. Jigsaw supplied advertising related services, SZ did not pay. SZ announced intention to “reboot” and Jigsaw used its might to register cheating …
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If you are a B2B Product startup, here is how you can leverage #PNCamp3 #Hyderabad
iSPIRT brings #PNCamp3 to Hyderabad for the first time. There are clearly established trends that successful SaaS startups have started to emerge from India on the global front – with products that are world class and leaders in their categories. These are very early stages of a transition from a IT services world to a SaaS software …
Startups – new problems of governance and ethics
On March 14,2017, Chennai police arrested an Indian startup founder and CEO on charges of defrauding a supplier of Rs.17.2 million. The available information revealed that the startup had not paid one of its suppliers for its advertising services for over 1-1/2 years. When the startup announced plans to shut down (CEO called it “rebooting”), the …
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Inadequate liquidity for Indian Startups
Recently was having a conversation with a Private Equity friend and was trying to explain the challenge that has captured my imagination and full attention, ie exits for software product startups in India. He felt that the data about the exit structural deficit that I was trying to point out felt too bearish to be true. My counter …
Getting SaaSier every year #SaaSx #Chennai
With almost 150 SaaS founders, a set of investors, and the volunteers, SaaSx was rocking content-wise from 10am to 9:30pm, with the @Zarget beachside dinner kicking it into the next gear. How do we know it was a good event? Well the NPS score of 76, with 91 responses says it all! Probably only event that …
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Enterprise Sales — 101
Recently, Jyothi Bansal published an extremely interesting post titled “Science of Enterprise Software Sales”, where he writes about the journey and the process behind building a world class sales organization. Its a must read for anyone in sales, even more so if run an enterprise software company. This post is targeted at the enterprise sales …
Announcing #PNCamp3 (22nd April- Hyderabad) – Feedback,Teardowns and more.
Building a startup is hard. And many times it’s lonely. The actual building of the product is the honeymoon period. Especially for tech startups. There is the high of creating something from scratch and seeing it take shape. But just like in a real marriage, then start the struggles 🙂 You have a product. You …
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