Reimagining health insurance for India

The Status Quo India spends close to USD 120 bn on healthcare each year, of which 80% spend happens on hospitalizations. More than 90% of this spend comes out of pocket. This has left a vast majority …

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Navigating your start-up in uncertain times

I lived through two major downturns. The first one led to personal bankruptcy, and I narrowly survived the second one. In 2001, I worked for a boutique strategy firm in the Bay Area focused on growth …

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Keeping Indian Startups Indian

“A modified version of this article appeared in the Economic Times on March 5, 2020“ Technologists and tech investors are fond of saying “data is the new oil”. Often, they mean that …

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Enterprise Product Management: Listening to the customer but building for the market

The nature of enterprise software has changed rapidly – significantly higher design/ usability expectations, cloud or hybrid cloud deployments, pay as you go pricing (sometimes usage based) and …

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So, how do you move upmarket?

You did all the hard work in building your founding team, ideating to a problem to be solved, creating the minimum viable product (MVP), finding product market fit, and creating some version of a …

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Creating Design Centred Product Organizations

As a co-founder of VC-backed travel start-up Mygola (acquired by MakeMyTrip), and then Chief Product Officer for MakeMyTrip and GoIbibo (MMT / GI) – India’s largest OTA, Anshuman …

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Why moving upmarket is (mostly) important for creating large SaaS companies

Six years back, almost to the date, I drew a graph between CAC (Cost of Acquiring a Customer) and ACV (average Annual Contract Value) for SaaS companies. This was part of a presentation I made to the …

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Creating a Step Change in Effectiveness for B2B Marketers, or Why We Invested in Slintel

Imagine you sell a SaaS-based HR tool to enterprises. Your solution specifically targets employee engagement, integrates to varying degrees of effectiveness with existing full service HRMS systems, …

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Data science: From start to scale

The need to focus on data is real today considering the amount of data that startups are collecting has grown exponentially over the past few years. However, the big question that plagues many of the …

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Speech recognition: Our view on how the market will evolve for enterprise and consumer use cases

Alexa – Please repeat my standard grocery order OK Google – Play the latest Arijit Singh songs Siri – Is it raining in Mumbai today? Such commands have become a common part of our …

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