How the best do it

What do Indian SaaS operators say it actually takes to win US customers while building from India?

The short answer

The recurring advice is that global is a starting position, not a later phase. Manav Garg built Eka out of India when SaaS was not yet a word and had to win Fortune 500 trust from a standing start. Rocketlane's Srikrishnan Ganesan ran over 100 customer conversations and built a community before launch, reached 30 paying customers in two and a half months, and over 80 percent of its enterprise customers are now in the US, on the explicit view that you do not need to win in India, you need to win in the US. The most repeated mistake is the first US sales hire: founders hire on quota attainment at a big company instead of on adaptability, and they hire expensive reps before there is enough demand for them to work. And Sharath Keshava Narayana's point is blunt, the founder has to be a great seller first.

Go deeper, your way

4 hand-picked resources, 4 India-specific, 4 link-checked. Pick how you want to dig in.

The same ground, at another level

How how great operators think reads from a different seat.

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