People ask me to predict the future, when all I want to do is prevent it. Better yet, build it. Predicting the future is much too easy, anyway. You look at the people around you, the street you stand on, the visible air you breathe, and predict more of the same. To hell with more. […]

“We cannot build our own future without helping others to build theirs.”  — Bill Clinton Once maybe in a lifetime comes across a company that has build something that impacts mostly everyone in their industry. Think of say Office365, StackOverflow, Gmail, DropBox which becomes a verb due to its sheer relevance & meaning in our […]

The fundamental law of economics dictates that the creation of similar products saturates the market. The producers would reduce the price to attract consumers and improve the business. There’s a need to stand out by creating differentiation. However, very few companies focus on design in creating a design as a USP and for a great […]

“SaaS has strong recurring revenue. SaaS has strong margins. Then why does SaaS need external money to grow?” My dad asked me this when I was doing my first fundraise. While I know the answer I still have not been able to convince him (baap hai mera!). Fundraising is a part of any fast-growth SaaS […]

You are just out of your board meeting and ready to chase an ambitious ARR goal for the new year. You plan growth targets for your GTM teams top-down, which get translated into quotas (revenue targets) for sales reps. You hire the planned number of reps and look set. The year starts. Halfway in, things […]

One thing we did recently was to nudge everyone to share their respective User Manuals. It’s a great way to build a culture of mutual trust and respect – precisely what you need in a lean high performing team.

My career as an IT consultant began in London in 2000 right at the height of the dot.com bubble, when I was 22 years old and fresh out of university.  For most of us, our first job determines our career trajectory, luckily for me, I ended up in the right place at the right time. […]

In the fast-paced ever-changing world of startups, it is tempting to see corporate governance as a “necessary evil” – an overhead which impedes progress – but the truth of the matter is that good governance can be a powerful lever for value creation.

I still remember the day when we got our 1st customer in my last startup. It was a lovely rainy day in November 2013 and it came with a terrific feeling – it felt absolutely amazing; almost akin to the 1st kiss. And after 2 years of honeymoon – they churned. I felt crushed, hollowed, […]