Move when the demand is systematic, not when two large logos email you. The signal is a pattern of bigger accounts arriving on their own and hitting the same three limits in your product. The ones who succeed treat it as building a second company beside the first: enterprise-grade security and admin controls, custom contracts and annual billing, a field sales motion that can survive procurement and an RFP, and a support model with real service commitments. They also protect the original business rather than abandoning it, because the classic failure is stalling at a few million in revenue after walking away from the SMB base that was funding everything.
5 hand-picked resources, 4 India-specific, 5 link-checked. Pick how you want to dig in.
Why we picked it A sitting CIO explains how he actually finds and evaluates startup vendors, including that roughly 80% arrive through outbound. Qualification advice is far more reliable when it comes from the person doing the buying.
On The Neon Show by Siddhartha Ahluwalia 62 min
Listen on Spotify open.spotify.com →Why we picked it Batti walks through narrowing GTM, choosing the US over India, a Fortune 10 customer landed at $25 a month, and running sales teams in both countries. One of the few Indian accounts that covers category creation and enterprise motion in the same conversation.
On Prime Venture Partners Podcast by Khadim Batti ~60 min
Why we picked it Lays out everything that has to change at once, product, pricing, GTM and culture, and warns about the premature pivot that has stalled plenty of Indian companies at $2M to $3M ARR. The three year estimate is a useful reality check.
From productgrowth.in ~15 min read
Open productgrowth.in →Why we picked it A rare account of the specific moments a GTM changed shape, from narrowing to cold email agencies, to reversing the demo, to layering enterprise on top of self-serve. Best-in-class practice described as decisions rather than principles.
From First Round Review by Varun Anand ~25 min read
Open review.firstround.com →Why we picked it Tracks the Indian companies crossing $100M ARR and what changed in their motion to get there, which is the population you are joining if you move upmarket. Also the best read on where Indian software and services are converging.
From Bessemer Venture Partners Long report
Open bvp.com →How who you sell to reads from a different seat.
The same ground, over in Understand your customers, our Starting Up track.
