Coin operators…And what coin do you need?

Have you heard the cobra story? The story goes like this – there were a lot of cobras in Delhi and to kill them, the British rulers announced an incentive per killed cobra. Did it have an effect? …

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Can there be a framework to identify Fearless Founders?

As investors, we are asked several times a month – “How do you decide which start-up to invest in?”. Despite the universal truth that the market trumps everything else, we all invest first and …

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A simpler and stress-free approach to negotiation

Like many people in business, I learned negotiation during my MBA. I took a very popular and highly enjoyable class on the topic and learned a variety of concepts and techniques for successful …

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How Capillary Technologies turned around its Demand Generation and Sales function

Founded in 2008, Capillary Technologies has since then seen numerous ups and downs to become one of India’s largest cloud-based platform for providers of omni-channel customer engagement solutions …

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What makes brands standout in a cluttered marketplace?

Every sector has a few large marketplaces, where brands compete with each other to get the maximum share of the customers’ wallet. For instance, Flipkart/Amazon for e-commerce and …

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Nailing that Press Interview

Getting media attention can be difficult for early-stage entrepreneurs, so it is important to make the most of whatever opportunities you get. Over the past five years, I have interviewed over a …

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‘To sell is Human’ – Getting the sales model right

No single phrase has ever done as much damage to the profession of sales as ‘selling ice to an Eskimo’ has. How many times have we heard someone describe a great salesperson, and add this phrase …

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How Whatfix evolved its pricing and go-to-market strategy

As an early stage product startup, there are 100s of experiments you can run to figure out a go-to-market strategy. In a detailed interview with Stellaris, Whatfix founder Khadim talks about product …

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The why and how of startup media

Two years ago, during my stint at The Economic Times (ET), I met the CEO of a consumer internet company who I’d been tracking from his early days. He had just raised a significant round of …

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Greatest trick the devil ever pulled

Most startups understand the need to have a product market fit. In this hard journey of building something valuable, it’s that elusive state of nirvana where everything becomes a little bit easier …

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