We plan to bring eChai across 100 cities in India. It starts with eChai Startup Demo Day on 26 September, all in person. 11 cities confirmed, 309 founders registered. Any city that reaches 20 interested founders is on too. See your city
How the best do it

What did Postman and BrowserStack do to earn trust with global developers?

They were useful in public long before they asked for anything. Asthana answered questions on Stack Overflow and in forums and mentioned Postman almost in passing, which is why half a million developers arrived before there was a business model to speak of. BrowserStack got 10,000 beta users in three weeks after the creator of jQuery tweeted about it, which is borrowed credibility earned by a product that plainly worked. Neither company led with where they were built, and neither hid it. The lesson for an Indian founder selling globally is that trust is a byproduct of usefulness at scale, and no amount of messaging substitutes for it.

Go deeper

4 resources, 4 India-specific, 4 link-checked.

📄 Article
✓ Link checked India Free Intermediate

Includes the detail that matters most: a tweet from the creator of jQuery brought 10,000 beta users in three weeks. Developer trust, not advertising, was the entire early go-to-market.

Ritesh Arora of BrowserStack on thinking global and scaling up

From Accel India Insights (SeedToScale) by Anand Daniel 22 min read

  • One John Resig tweet in August 2011 brought 10,000 beta users in about three weeks, and 20,000 dollars a month within four to five months.
  • BrowserStack reached 20M dollars ARR with a 50 person team, mostly on word of mouth rather than paid acquisition.
  • Give an idea about four months to show something, with 12 months as the hard upper cap before you move on.
  • Launch free and do not even think about pricing for the first six months.
Open medium.com →

Browse all 796 resources →

The same ground, at another level

How brand and narrative reads from a different seat.

I am a founder with no marketing team. Is my own story actually a GTM asset or just vanity? It is an asset, but only the parts of it that are useful to a buyer. Nobody outside your family cares about your journey, they care about what you ... Breaking into GTM 3 resources → How do I turn a point of view into content that actually helps sales close deals? Write for the moment in the deal where a rep gets stuck, not for the top of the funnel in general. Ask your AEs which three objections kill deals, ... Doing the work 4 resources → How much of my budget should go to brand versus demand? Anchor on the total first: median B2B SaaS marketing spend runs around 8 percent of ARR, with venture funded companies spending roughly double what... Leading a GTM team 4 resources →

Terms in this answer

Business Model

People also ask

I am a founder with no marketing team. Is my own story actually a GTM asset or just vanity? 3 → What is a strategic narrative and how is it different from our pitch deck? 3 → Everyone says post on LinkedIn. What do I post if I am not an expert yet? 4 → What is the difference between brand and demand, in plain terms? 4 → How do I turn a point of view into content that actually helps sales close deals? 4 → Our content gets likes but no pipeline. What do I change? 4 →

Also in Starting Up

The same ground, over in Brand, web & content, our Starting Up track.

How do I come up with a good name for my startup? 3 → What should actually go on my startup's landing page? 2 →

Also in D2C

The same ground, over in Find your idea & build the brand, our D2C track.

Should my brand name be a made-up word, or should it actually describe what I sell? 3 → Who counts as my competitor - only brands selling the exact same product, or more than that? 3 →
eChai Partner Brands