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Customer Marketing – Your Most Important Lever in a Down Cycle

Why Existing Customers Matter   I sold enterprise software for 10 years at SAP and Siebel during the license era. If you look at the core economics of that business, the upfront license revenue …

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Decoding Product Marketing for B2B SaaS

It’s safe to say that Indian SaaS companies have started making some waves in the global …

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Startups must uphold their ESOP promises

At the beginning of the Covid pandemic, my close friend was let go from his position as Vice President at a large, well-funded startup. As a participant in the company’s Employee Stock Option …

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The Next Decade in Indian Ed-Tech

A lot has been written about the surge in funding in Indian ed-tech - the sector received more than USD 2B in funding in 2020, …

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Early-stage investing in India: Observations of a one-year old

I made an excited jump into early stage investing on Friday the 13th last December. …

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Top 10 best practices to leverage your Board

Founders of a well run startup invariably have multiple balls up in the air. One of the key aspects founders need to deal with is their Board. For some …

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Testing hypotheses and understanding customer behavior using cohort analysis

In 2015, I was running my first startup. It was a laundry services business. …

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Scaling Mount Organization

Building a large, sustainable company is hard, and the odds are always against the entrepreneur. …

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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, …

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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 …

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